About the role
Job Family: Sales Support & Administration Travel Required: Up to 10% Clearance Required: None What You Will Do: At Guidehouse, we’re purpose built to help clients meet complex challenges across both commercial and public sectors. Our teams work closely with clients to imagine a new future, build resilient solutions, and then operate programs for our clients to ensure sustained value. The Guidehouse Growth Office team promotes a collaborative culture through enhanced strategy, leadership, innovation, sales and marketing best practices. We are high-energy experts who are passionate about what we do and want to make an impact. Lead operations of the Commercial Excellence Function Own and evolve the Commercial Excellence strategy and enterprise operating model Provide oversight and guidance for senior leaders responsible for enabling sales capabilities and execution across all of Guidehosue Drive integration, consistency, and continuous improvement across all sales activities and functions, including market and competitive intelligence, strategic teaming and market access, strategic pricing, sales operations, sales technology, sales enablement, and proposal development Enterprise Leadership and Accountability Own firm-wide performance management (e.g., bookings/revenue, margin, pipeline coverage, win rate, forecast accuracy) and drive corrective actions through an executive operating cadence Chair and evolve governance for pipeline rigor, strategic pricing discipline, and pursuit investment decisions; set standards, decision rights, and escalation paths Own the multi-year sales enablement and technology investment roadmap, including business cases, vendor strategy, and value realization Build and lead senior talent across Commercial Excellence, including leadership development, succession planning, and performance expectations aligned to commercial outcomes Strengthen Sales Execution and Performance Partner closely with sales and segment leadership to evangelize our sales methodology to improve sales effectiveness and outcomes Enhance opportunity management, pipeline rigor, forecasting accuracy, and pricing discipline Develop and deploy firmwide graduated sales training curriculum at all levels Leverage and expand strategic contract vehicles and teaming partners to ensure customers can access Guidehouse services Use data, analytics, and insights to improve decision-making, win rates, and predictability Drive Enterprise Adoption and Change Build a sales culture across the organization through training and mentorship programs Lead firm-wide adoption of sales processes, tools, and best practices Champion behavior changes to ensure consistent execution across the sales lifecycle Continuously identify gaps and introduce improvements that scale across the firm Own the Sales Technology Stack and Innovation Agenda Own and evolve the enterprise sales technology stack, including CRM and adjacent platforms Lead the deployment and adoption of AI and automation tools across commercial workflows to fundamentally disrupt and accelerate our go-to-market sales motions Ensure technology investments drive measurable value, efficiency, and performance improvement This role will be: A strategic doer: curious, analytical, creative, and action-oriented Intensely customer-oriented with excellent communication skills Strong collaborator across senior leaders and matrixed teams Exceptional program and change management leader Creative problem solver focused on continuous improvement Eager to learn and leverage new systems, processes, and technologies Detail-oriented with a strong commitment to quality and consistency Comfortable leading through influence in complex environments What You Will Need: Senior leadership experience in sales or growth functions Bachelor's degree required 15+ years of prior relevant experience Track record of owning enterprise commercial outcomes (e.g., bookings/revenue growth, margin expansion, win rate improvement, forecast accuracy) and translating strategy into measurable results Demonstrated ability to influence and align C-suite and segment leaders through governance, operating cadence, and decision-rights clarity Experience stewarding investment decisions (commercial enablement, data, AI, and sales technology), including business cases, vendor strategy, and value realization Proven ability to hire, develop, and lead senior leaders, including succession planning and performance expectations tied to commercial outcomes Demonstrated ability to lead large, complex teams in matrixed organizations Strong understanding of enterprise sales operations and performance management Experience owning and modernizing CRM platforms and sales technology ecosystems Proven program management and enterprise change leadership capabilities Executive-level communication and stakeholder management skills A bias for action, accountability, and continuous improvement What Would Be