Partner, Commercial Excellence

Role Overview

• 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 Guidehouse
• 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
• 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
• 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
• 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 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

Requirements

• 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

Benefits

• Medical, Rx, Dental & Vision Insurance
• Personal and Family Sick Time & Company Paid Holidays
• Position may be eligible for a discretionary variable incentive bonus
• Parental Leave and Adoption Assistance
• 401(k) Retirement Plan
• Basic Life & Supplemental Life
• Health Savings Account, Dental/Vision & Dependent Care Flexible Spending Accounts
• Short-Term & Long-Term Disability
• Student Loan PayDown
• Tuition Reimbursement, Personal Development & Learning Opportunities
• Skills Development & Certifications
• Employee Referral Program
• Corporate Sponsored Events & Community Outreach
• Emergency Back-Up Childcare Program
• Mobility Stipend