Enterprise Governance Business Development Executive
RemoteUnited States
Job Summary
Drive new logo acquisition and account growth for Enterprise Governance offerings, including supplier relationship management, vendor management operating models, and governance assessments. Meet annual bookings, revenue, and margin targets by identifying, qualifying, and closing complex deals with clear outcomes like risk reduction and cost avoidance. Orchestrate pursuits across solution architects, delivery leaders, and platform partners while building value cases that quantify impact using governance mechanisms such as segmentation frameworks and performance dashboards. Manage existing accounts to drive renewal, upsell, and cross-sell opportunities, translating market objectives into offerings and structuring pricing aligned to scope and outcomes. Increase visibility through speaking engagements and thought leadership on vendor governance trends and responsible AI-enabled capabilities. Maintain rigorous pipeline hygiene and forecast accuracy while collaborating with delivery teams to ensure successful mobilization and measurable client outcomes.
Required Qualifications
- 10+ years of strategic/targeted account sales experience selling governance-led professional services and/or managed run operations in VMO, SRM, TPRM, CLM, or S2P
- Proven quota-carrying success with complex, multi-stakeholder solution sales; track record landing new logos and expanding accounts
- Deep understanding of the vendor lifecycle: supplier segmentation, onboarding/due diligence, performance/SLA management, obligations/compliance, issue remediation, renewal/exit
- Platform familiarity with S2P, CLM, TPRM/GRC, and service management tools; ability to articulate platform-enabled governance outcomes
- Executive selling skills to CPO, CFO, CRO, GC, CIO, BU leaders; fluent in business value terms (risk, compliance, speed, cost, resilience)
- Strong consultative problem-solving; capable of shaping integrated deals, building value cases, and designing governance roadmaps
- Prior roles in procurement, vendor governance, SRM, legal ops, TPRM, or delivery leadership for governance operations
- Experience structuring MSAs/SOWs for governance programs and run operations, including pricing constructs, benchmarking, service credits, and exit provisions
- Experience with onshore/nearshore/offshore delivery models and shared services/GBS
- Exposure to governance councils, segmentation frameworks, dashboards, and supplier development/remediation programs
- Effective team seller and pursuit orchestrator; excellent written, verbal, and presentation skills
- High integrity, professionalism, and follow-through; commitment to diversity and inclusion
- Bachelor's degree required
- This is a remote position based in the US; Northeast/Midwest preferred with up to 30% travel
Desired Qualifications
- MBA or another advanced degree (s) desirable
- Proficiency with MS Office and familiarity with sales methodologies (e.g., MEDDICC, Challenger) is a plus
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