Seller-Doer Coaching Lead

Delve Underground•Burlington, MA

7d•$103,033 - $186,818

About The Position

The Seller-Doer Coaching Lead is a new position at Delve Underground and serves as the head coach of the firm's Seller-Doer coaching operation. This player-coach will build and lead a team of senior and entry-to-mid-level coaches who help Seller-Doers improve client development and win work. The role develops the coaching program, runs its training infrastructure, establishes coaching standards, and works with the Director of Growth, Chief Strategy Officer, and Market Leads to ensure the firm's business development investment delivers results. The role models effective coaching while managing the team and personally supporting selected Seller-Doers. This includes co-leading pursuit strategy sessions, attending client meetings, and reviewing proposals. The personal coaching portfolio will adjust as the team grows. The position emphasizes servant leadership, investing in the development of both the coaching team and the Seller-Doers it serves. The lead sets coaching standards, caseload capacity, and curriculum in consultation with senior stakeholders; contributes to mega-pursuit and firm pursuit reviews as a required consulted party, without final go/no-go authority; and is accountable for the team's accurate and disciplined CRM use. The role reports coaching performance metrics to the Director of Growth and coordinates with the Proposal team and senior leadership as appropriate. Compensation is $103,033–$186,818 annually, depending on factors including market location, experience, knowledge, and skills.

Requirements

15+ years of experience in AEC business development, marketing, or pursuit strategy, with demonstrated success in coaching, mentoring, or team leadership.
Deep knowledge of the AEC pursuit cycle, including go/no-go strategy, proposal development, and interview preparation.
Proven track record of driving strategy for complex mega-project pursuits.
Strong facilitation and communication skills, with comfort presenting to technical audiences and firm leadership.
Bachelor's degree in engineering, communications, marketing, business, or a related field.
Ability to coach and develop others, lead a team and personal caseload in an organized and accountable manner, and build trust with technical professionals.
Fluency in the AEC pursuit process, from early relationship-building through shortlist and interview.

Nice To Haves

Experience in underground, transportation, water, or heavy civil markets.

Responsibilities

Set coaching standards, portfolio caseload sizing, and curriculum in consultation with the Chief Strategy Officer, Director of Growth, and Senior Seller-Doer Coaches.
Serve as a required consulted party on mega-pursuit and pursuit-prioritization go/no-go decisions; final go/no-go authority rests with the Regional Manager for the pursuit's region.
Own the coaching team's discipline in correctly entering pursuit and Seller-Doer data into the CRM, and share accountability for data accuracy.
Lead, develop, and manage the Seller-Doer coaching team, including senior and entry-to-mid-level coaches.
Co-lead Seller-Doer training programs with the Director of Growth and Chief Strategy Officer.
Drive intelligence gathering, positioning, interview preparation, and pursuit strategies for mega pursuits.
Carry a personal coaching portfolio of Seller-Doers requiring the highest level of pursuit support while preserving capacity for team leadership.
Build and maintain coaching standards, templates, and playbooks for consistent team-wide delivery.
Provide regular one-on-one mentoring and documented career development for every direct report, supporting a path from Seller-Doer Coach to Senior Seller-Doer Coach.
Track coaching activity and outcomes across the team and report performance metrics to the Director of Growth.
Coordinate with the Proposal team on proposal timelines, pursuit strategy documents, and interview-preparation materials.
Identify emerging coaching talent within the firm and develop pathways into the Seller-Doer coaching team.
Participate in standing pursuit review meetings and pursuit prioritization as a required consulted party ahead of the relevant Regional Manager's go/no-go decision.
Coordinate efforts with senior leadership as appropriate.