Primary Focus
US revenue growth, new logo acquisition, strategic accounts, sales team build-out, and market expansion.
Mandatory Experience
Must have sold offshore/global delivery-led IT services and technology consulting services.
Positioning Note
This is a builder-leader role. The successful candidate must be able to personally open doors, build executive relationships, create pipeline, close strategic deals, and scale a US sales organization for a global delivery-led technology services business.
Role Overview
Our client is seeking an experienced sales leader to lead the company's US growth strategy and revenue expansion efforts. This is a highly entrepreneurial leadership role responsible for building and scaling revenue while positioning our client as a trusted transformation partner for mid-market and enterprise clients. The role will own US revenue growth, new logo acquisition, executive relationships, strategic partnerships, sales organization development, pipeline generation strategy, customer expansion, and sales operating discipline.
Key Responsibilities
Revenue Growth & Market Expansion
- Own overall US revenue, bookings, pipeline, and growth targets.
- Develop and execute the North America go-to-market strategy.
- Drive net-new logo acquisition across priority verticals, especially BFSI, Insurance, FinTech, and digital enterprises.
- Expand wallet share within strategic accounts through multi-year account planning.
- Identify high-value industries, buyer segments, geographies, and partnership channels.
Leadership & Sales Team Building
- Build, mentor, and lead the US sales organization.
- Hire and develop Account Executives, Business Development Representatives as per plan.
- Establish a high-performance sales culture focused on accountability, pipeline hygiene, and execution.
- Coach the team on consultative selling, value articulation, offshore delivery positioning, and enterprise deal management.
- Create repeatable sales processes, enablement routines, and operating rhythms.
Enterprise Sales Leadership
- Personally engage in strategic opportunities and executive-level pursuits.
- Lead large and complex enterprise sales cycles involving business, technology, procurement, legal, compliance, and information security stakeholders.
- Build trusted relationships with CEOs, CIOs, CTOs, CDOs, Product Leaders, Operations Leaders, and Transformation Leaders.
- Position our client's capabilities across digital engineering, AI and Generative AI, cloud modernization, managed services, product development, team augmentation, and consulting programs.
- Drive commercial negotiations, SOW shaping, MSA discussions, and enterprise contracting support.
Pipeline & Demand Generation
- Establish scalable outbound, account-based, and relationship-led growth strategies.
- Partner with BDRs, marketing, and leadership to create a predictable qualified pipeline.
- Build relationships with industry associations, alliance partners, referral networks, and advisory channels.
- Represent at industry conferences, executive forums, customer meetings, and partner discussions.
- Use market intelligence and win/loss insights to refine messaging and improve conversion.
Strategic Account Development
- Develop executive engagement plans for top target accounts.
- Create account expansion and cross-sell strategies for strategic customers.
- Ensure a smooth transition from sales to delivery and maintain executive sponsorship post-closure.
- Partner with Delivery and Engineering teams to shape feasible, differentiated, and commercially viable solutions.
- Support retention, renewal, and relationship expansion for strategic accounts.Forecasting & Sales Operations
- Own forecast accuracy, deal inspection, and pipeline governance.
- Drive CRM discipline and leadership reporting.
- Establish sales KPIs, dashboards, and performance reviews.
- Identify deal risks early and implement recovery actions.
- Provide quarterly and annual revenue forecasts to executive leadership.
Ideal Candidate Profile
- Senior sales leader with strong executive presence and boardroom credibility.
- Hands-on hunter who can personally originate, nurture, and close strategic opportunities.
- Builder mindset with experience creating a sales engine rather than only managing an inherited book of business.
- Strong understanding of offshore/global delivery-led IT services and consulting-led transformation selling.
- Ability to sell both directly and through a team.
- Strong client network across North America, preferably across the East Coast.
- Comfortable working in a lean, fast-moving, high-ownership environment.
Required Qualifications & Experience
Mandatory Requirements
- 15 years of enterprise technology sales experience in the US market.
- Must have successfully sold offshore/global delivery-led IT services and technology consulting services.
- Demonstrated experience selling services delivered through offshore, distributed, or global delivery models with significant delivery teams located outside the United States.
- Proven success selling digital engineering services, application development and maintenance, product engineering services, managed services, AI and data services, cloud modernization, or technology consulting and transformation services.
- Proven track record of building and scaling revenue in IT Services, Digital Engineering, Consulting Services, or Global Capability-led organizations.
- Experience managing complex enterprise sales cycles involving procurement, legal, compliance, information security reviews, and vendor onboarding.
- Ability to independently generate executive relationships and self-source pipeline.
- Strong network of CIOs, CTOs, Product Leaders, Digital Transformation Leaders, and Business Executives in North America.
- Experience leading and developing geographically distributed sales teams.
Strongly Preferred
- Experience selling into Banking, Financial Services, Insurance, and FinTech organizations.
- Existing network across New York, New Jersey, Connecticut, Massachusetts, and the broader East Coast market.
- Experience working with or competing against offshore/global delivery-led technology services organizations.
- Prior experience in a growth-stage IT services, digital engineering, or consulting organization.
- Experience building SDR / BDR, Account Executive, and Client Partner structures.