Grant Thornton LLP (US)
Managing Director, Sales Operations & Market Activation
Be an Early Applicant
The Managing Director drives sales performance, improves pipeline quality, activates priority accounts, and ensures accountability across regions and service lines, focusing on revenue growth and operational excellence.
Grant Thornton is seeking a Sales Operations & Market Activation Managing Director to join the team. Approved office locations can be found below.
The Managing Director, Sales Operations & Market Activation drives execution across the global commercial organization. This is a hands-on operating role focused on improving pipeline quality, increasing conversion, and ensuring priority accounts translate into revenue.
Partnering closely with market leaders, Client Relationship Executives (CREs), and functional leaders across demand generation, solution development and proposal delivery, this role ensures consistent execution, accountability, and growth across regions and service lines.
What you will do:
Drive Sales Performance & Pipeline Health
- Manage performance against sales quota across CREs
- Establish and enforce standards for pipeline quality, accuracy, coverage, and conversion
- Identify performance and pipeline gaps early and drive corrective action
- Improve consistency and predictability of results across markets
Activate Priority Accounts & Accelerate Deals
- Ensure priority accounts have clear growth plans and active pursuit strategies
- Track pipeline and revenue progression; refocus effort where momentum stalls
- Step into critical pursuits to remove blockers and increase deal velocity
- Align the right teams and solutions to opportunities and prevent internal misalignment
Enable Market Leadership & Accountability
- Provide regional market leaders with performance visibility and actionable insights
- Translate strategy into repeatable market‑level execution
- Reinforce accountability across teams and markets
Drive Cross‑Solution Growth
- Increase multi‑solution penetration within priority accounts
- Ensure firm capabilities consistently appear in live pursuits
- Align sales activity to strategic offerings
Oversee Demand Generation, Solutions & Proposals (Governance & Alignment)
- Provide oversight across demand generation, solution development (Audit, Tax, Advisory), and proposal delivery
- Ensure alignment to priority accounts, active pipeline, and revenue outcomes
- Pressure‑test campaign effectiveness, solution relevance, and proposal quality, speed, and win rates
- Redirect focus when activity is not translating into pipeline or revenue
- Drive coordination across teams without adding unnecessary process
Remove Barriers to Growth
- Identify and address behaviors limiting client access or account expansion
- Promote multi‑threaded client engagement
- Ensure cross‑firm collaboration and reduce siloed execution
Lead the Commercial Operating Rhythm
- Own the commercial operating cadence
- Lead weekly pipeline and performance reviews
- Drive monthly market performance assessments
- Ensure every review results in clear decisions, actions, and accountability
Qualifications
- Bachelor’s degree, MBA preferred
- 12+ years of experience in sales, commercial operations, or growth leadership
- Proven ability to improve pipeline quality and revenue performance
- Experience operating across sales, marketing, and solution teams
- Strong understanding of complex, multi-solution environments (Audit, Tax, Advisory preferred)
- Experience working across regions or global teams
- Ability to influence senior stakeholders without direct authority
What Success Looks Like
- Accurate, actionable, and improving pipeline
- Measurable growth in priority accounts
- More predictable sales performance across markets
- Demand generation directly tied to pipeline creation
- Faster, higher-quality proposals with improved win rates
The base salary range for this position is between $225,000 and $405,000. Placement within the pay range is at Grant Thornton’s discretion, and it is based on multiple factors, including but not limited to, job -related knowledge/skills, experience, business needs, progression within the role, geographic location, and internal equity. At Grant Thornton, compensation decisions are dependent upon the facts and circumstances of each position and candidate.
In the U.S., Grant Thornton delivers professional services through two specialized entities: Grant Thornton LLP, a licensed, certified public accounting (CPA) firm that provides audit and assurance services ― and Grant Thornton Advisors LLC (not a licensed CPA firm), which exclusively provides non-attest offerings, including tax and advisory services.
In 2025, Grant Thornton formed a multinational, multidisciplinary platform with Grant Thornton Ireland. The platform offers a premier Trans-Atlantic advisory and tax practice, as well as independent American and Irish audit practices. With $2.7 billion in revenues and more than 50 offices spanning the U.S., Ireland and other territories, the platform delivers a singular client experience that includes enhanced solutions and capabilities, backed by powerful technologies and a roster of 12,000 quality-driven professionals enjoying exceptional career-growth opportunities and a distinctive cross-border culture.
Grant Thornton is part of the Grant Thornton International Limited network, which provides access to its member firms in more than 150 global markets. About the TeamThe team you’re about to join is ready to help you thrive. Here’s how:
• Whether it's your work location, weekly schedule, or flex time off, we empower you with the options to work the way that it best serves your clients and your life. Consistent with the firm's hybrid work model, this position will require in-person attendance at least three days per week, either at a GT office or client site.
• Here, you are supported to prioritize your overall well-being through work-life integration options that work best for you and those in your household.
• We understand that your needs, responsibilities and experiences are different — and we think that’s a good thing. That’s why we support you with personalized and comprehensive benefits that recognize and empower all the identities, roles and aspirations that make you, well, you. See how at www.gt.com/careers
• When it comes to inclusion, we are committed to doing more than checking boxes. Explore all the ways we’re taking action for diversity, equity & inclusion at www.gt.com/careers
Here’s what you can expect next:
If you apply and are selected to interview, a Grant Thornton team member will reach out to you to schedule a time to connect. We encourage you to also check out other roles that may be a good fit for you or get to know us a little bit better at www.gt.com/careers.
Benefits:
We understand that your needs, responsibilities and experiences are different, and we think that’s a good thing. That’s why we support you with personalized and comprehensive benefits that recognize and empower all the identities, roles and aspirations that make you, well, you. For an overview of our benefit offerings, please visit: https://www.grantthornton.com/careers/rewards-and-benefits
- Benefits for internship positions: Grant Thornton interns are eligible to participate in the firm’s medical, dental and vision insurance programs and the firm’s employee assistance program. Interns also receive a minimum of 72 hours of paid sick leave and are paid for firm holidays that fall within their internship period.
- Benefits for seasonal employee positions: Grant Thornton seasonal employees are eligible to participate in the firm’s medical, dental and vision insurance programs and the firm’s employee assistance program. Seasonal employees may also be eligible to participate in the firm’s 401(k) savings plan and employee retirement plan in accordance with applicable plan terms and eligibility requirements. Seasonal employees receive a minimum of 72 hours of paid sick leave.
Grant Thornton employees may be eligible for a discretionary, annual bonus based on individual and firm performance, subject to the terms, conditions and eligibility criteria of the applicable bonus plan or program. Interns and seasonal employees are not eligible for bonus compensation.
Additional Details:
It is the policy of Grant Thornton to promote equal employment opportunities. All personnel decisions (including, but not limited to, recruiting, hiring, training, working conditions, promotion, transfer, compensation, benefits, evaluations, and termination) are made without regard to race, color, religion, national origin, sex, age, marital or civil union status, pregnancy or pregnancy-related condition, sexual orientation, gender identity or expression, citizenship status, veteran status, disability, handicap, genetic predisposition or any other characteristic protected by applicable federal, state, or local law.
Consistent with the Americans with Disabilities Act (ADA) and applicable state and local laws, it is the policy of Grant Thornton to provide reasonable accommodation when requested by a qualified applicant or employee with a disability, unless such accommodation would cause an undue hardship. The policy regarding requests for reasonable accommodation applies to all aspects of employment, including the application process. To make an accommodation request, please contact [email protected].
For Los Angeles Applicants only: We will consider for employment all qualified Applicants, including those with Criminal Histories, in a manner consistent with the requirements of applicable state and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance.
For Massachusetts Applicants only: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability. Grant Thornton does not require or administer lie detector tests as a condition of employment or continued employment.
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