Managing Director, Sales

Core Responsibilities

• Own pipeline generation, sales execution, and revenue performance across priority markets and service lines.
• Drive consistent growth in strategic, high-value deals through disciplined sales processes and active deal leadership.
• Lead account planning and expansion strategies to increase share of wallet within key clients.
• Personally engage in high-value pursuits—shaping deal strategy, messaging, and closing approach.
• Build and maintain a robust, qualified pipeline aligned to revenue targets.
• Establish forecasting rigor, pipeline governance, and sales performance metrics.
• Track and improve conversion rates, deal velocity, and win rates across the sales funnel.
• Implement a data-driven approach to sales management and performance accountability.
• Instill a high-performance, accountability-driven sales culture.
• Coach teams on consultative, value-based selling techniques tailored to complex client challenges.
• Align sales efforts across practices to drive cross-selling and integrated solution selling.
• Partner with the CCO and leadership to prioritize target markets, clients, and high-margin service offerings.
• Translate technical expertise into clear, differentiated value propositions that resonate with executive buyers.
• Support pricing strategy, commercial negotiations, and positioning for complex engagements.
• Sales Enablement & Collaboration
• Equip teams with tools, messaging, and frameworks to sell effectively across the full project lifecycle.
• Collaborate with marketing to drive demand generation and targeted campaigns that produce qualified leads.
• Ensure alignment between sales, marketing, and practice leaders to maximize revenue opportunities.

Qualifications & Competencies

• Requires a Bachelor’s degree and 15+ years of experience in sales leadership or business development within consulting or professional services industries.
• Experience selling solution bundles across multiple service lines in the construction industry, specifically with relationships in the owner and developer markets.
• Proven track record of meeting or exceeding revenue targets and closing complex, high-value deals related to project advisory or owner’s representative work, environmental consulting, due diligence, risk advisory, or capital project oversight services.
• Able to work alongside seller-doers and account management without creating coverage overlap.
• Experience building and scaling sales teams and implementing structured sales processes.
• Strong executive presence with the ability to influence senior stakeholders and clients.
• Experience leading sales strategy for industries such as construction or engineering preferred.
• Data-driven mindset with strong forecasting and pipeline management capabilities.
• Hands-on leader who thrives in a fast-paced, growth-oriented environment.