Managing Director

Collective Insights Careers•Atlanta, GA

About The Position

Collective Insights is seeking an experienced Managing Director, Commercial to join their award-winning team. This role involves owning a portfolio of client relationships and the associated revenue. The Managing Director will be responsible for originating new business, maintaining executive relationships across accounts, and selling the firm's services including AI, organizational change and talent, cybersecurity, and enterprise transformation. The position requires leading pursuits from initial contact through to contract signing and maintaining close client contact between engagements.

Requirements

Bachelor’s degree or equivalent professional experience.
Minimum of ten (10) years in management or technology consulting, including a demonstrated record of personally originating new business rather than supporting the pursuits of others.
Track record of generating $3M or more in annual consulting revenue.
Established executive-level relationships spanning multiple industries or service areas rather than confined to a single specialty.
Experience leading enterprise pursuits end to end, from first conversation through negotiation and close.
Demonstrated discipline handing delivery execution to others while remaining accountable for the relationship and the outcome.
Comfort with a compensation structure weighted toward performance-based variable pay.

Nice To Haves

Experience at a firm making a similar shift from generalist consulting to a practice-led model.
Depth in one or more of artificial intelligence, organizational change and talent, cybersecurity, or SAP and enterprise transformation.
Experience selling through or alongside technology partner channels.
Published thought leadership or conference speaking in a relevant domain.

Responsibilities

Originate new client relationships and convert them into signed engagements.
Grow the portfolio through self-sourced, inbound, and assigned opportunities, with demonstrated ability to self-generate.
Build and manage a qualified pipeline at a multiple of annual revenue target, with disciplined stage progression and forecast accuracy maintained in CRM.
Lead or co-lead proposals and competitive pursuits, shaping win strategy and proposal themes.
Shape the pursuit team on engagements led personally.
Navigate procurement, security review, and vendor risk management processes at enterprise clients.
Own executive relationships across the account portfolio.
Grow existing accounts by identifying expansion opportunities across practices and services.
Manage portfolio breadth deliberately, layering in the next level of leadership to support account growth.
Hand off delivery cleanly at engagement inception and remain engaged as executive sponsor.
Manage billable delivery commitments against selling capacity.
Apply subject matter expertise to market-facing activity, including pursuits, industry events, and published content.
Represent the firm at client, industry, and partner events.
Partner with other leaders to bring the right technical depth into pursuits and to shape solutions that span more than one service offering.
Work with the firm’s technology partner channel to source and progress joint opportunities.
Maintain CRM and pipeline hygiene to the standard required for account staging, forecasting, and firm-wide reporting.