Global Managing Director, Growth

About the role

The Global Managing Director is responsible for driving enterprise revenue development and growth, opportunity capture, contract awards, and long-term client value across Ceres' Global entities.

Responsibilities

• Own enterprise growth targets, win rates, and pipeline conversion outcomes.
• Define pipeline health standards, including qualification criteria, stage-gate discipline, and required probability thresholds.
• Continuously shape and prune pipeline to prioritize winnable, executable opportunities.
• Establish and lead a consistent development/capture/win rhythm across responsible functional lines of business.
• Drive early price-to-win strategy and competitive positioning throughout the capture lifecycle including deal structure, contract negotiations, and closure in partnership with other responsible executives.
• Avoid inaccurate forecasting and pipeline visibility through disciplined CRM governance.
• Set capture/proposal strategy and priorities across federal, state, and local pursuits.
• Provide direction, oversight, and accountability to Business Development, Client Services, and Capture/Proposal responsible leaders for opportunity execution.
• Lead and enforce Go/No Go decision discipline tied to win probability, margin, and strategic fit.
• Partner with Mission Development to transition shaped opportunities into qualified, winnable pursuits.
• Avoid misalignment between Ceres’ Operations, Estimating, and Finance to deliver executable wins.
• Partner closely with the Proposal Leader to ensure proposals reflect capture strategy, pricing, and value proposition.
• Provide executive oversight during major pursuit reviews to strengthen proposal quality, pricing alignment, and win probability.
• Lead post-award and post-loss reviews to strengthen pursuit performance over time.
• Partner with the Director of Client Services to drive client retention, expansion, and follow-on work.
• Serve as executive sponsor for select strategic clients to support growth, reputation, and CPARS performance.
• Avoid ensuring delivery performance and client experience support long-term commercial objectives.
• Lead and align Directors and Managers across Business Development, Client Services, and Sales functions.
• Set clear performance expectations, KPIs/metrics, and accountability tied to revenue and win outcomes.
• Establish dashboards and operating reviews to track win rates, cycle times, pipeline progression, and forecast accuracy.
• Develop leadership bench strength and foster a culture of disciplined execution and results ownership.

Requirements

• 15+ years of progressive experience in revenue growth, capture strategy and contract execution including significant leadership at the enterprise level.
• Bachelor’s degree required; MBA or advanced degree preferred.
• Demonstrated track record of driving measurable growth, including successful capture of large-scale contracts and consistent revenue expansion.
• Deep expertise in public sector procurement, including strong understanding of federal, state, and local government contracting environments and processes.
• Proven ability to lead through senior functional leaders, influencing outcomes through Business Development, Client Services, Capture/Proposals and Operations.
• Strong executive presence and stakeholder influence, with the ability to engage credibly with clients, partners, and internal leadership teams.
• Data-drive and disciplined operator with experience establishing pipeline rigor, forecasting accuracy, and performance metrics tied to win rates and revenue outcomes.
• Track record of cross-functional alignment, bringing together teams to win and execute complex outcomes.