Director, IT Consulting Sales

Director, IT Consulting Sales — New Logo & Outcome-Based Programs (Remote)

About the role

We are hiring a Director, IT Consulting Sales to own new IT logo acquisition and lead the pursuit of consulting Statements of Work (SOWs) and outcome-based projects and programs. This fully remote role combines strategic pre-sales leadership, hands-on solution design, and deal navigation to convert targeted enterprise opportunities into measurable engagements. You will report to the Head of Growth and work closely with sales, delivery, product, and executive stakeholders.

We are ideally seeking candidates based in the following US areas: New York City Metropolitan Area, Philadelphia, Dallas/Fort Worth, Raleigh/Durham, and Chicago.

About Motion Consulting Group (MCG) - Part of Kelly SETT

With 25 years of delivering enterprise IT and AI-driven solutions, MCG helps organizations modernize, scale, and achieve measurable business outcomes. We partner with enterprises and startups across software, data & AI, cloud, infrastructure, cybersecurity, and product design to deliver outcome-focused programs that drive ROI and long-term transformation.

Key Responsibilities

- New Logo Hunting & Pipeline Leadership

- Own strategy and execution to identify, qualify, and close new enterprise logos in target verticals.

- Develop account targeting, ICP refinement, and territory plans that prioritize high-value outcome-based opportunities.

- Lead executive outreach and multi-threaded engagement with C-level and line-of-business stakeholders.

- Offer & Program Design

- Shape modular, outcome-based delivery models, pricing structures, and success metrics for consulting engagements and programs.

- Collaborate with Delivery and Product to ensure scalability, risk mitigation, and measurable outcomes in proposed programs.

- Cross-Functional Collaboration & Deal Execution

- Coordinate pursuit teams across Sales, Delivery, Legal, Finance, and Product to accelerate deal cycles and close SOWs.

- Negotiate scope, commercial terms, and acceptance criteria; ensure alignment on delivery commitments and SLAs.

- Lead and synchronize onshore, nearshore, and offshore delivery teams during proposal development and transition to delivery.

- Market & Competitive Intelligence

- Monitor market trends, competitor offerings, and buyer priorities to refine value propositions and productized services.

- Represent MCG at industry events, webinars, and client briefings to generate demand and thought leadership.

- Sales Operations & Reporting

- Maintain accurate pipeline and opportunity data in HubSpot; use Workday for HR-related processes and coordination.

- Report forecast, win/loss, and program metrics.

- Establish KPIs for pipeline velocity, win rates, average deal size, and outcome attainment; drive continuous improvement.

- Pre-Sales & Solution Leadership

- Architect compelling, outcome-focused solution proposals and SOWs that align with client KPIs and measurable business results.

- Write and iterate detailed SOWs, statements of objectives, and technical scopes for complex IT projects.

- Build and present ROI-backed solution narratives, demos, and technical proposals that differentiate MCG’s services.

- Serve as the primary technical and commercial lead on complex pursuits, guiding capture strategy from discovery through contract.

Qualifications

- 5+ years in pre-sales / solutions engineering / sales engineering / capture roles within technology consulting, with at least 2 years in a leadership or owner-of-pursuit capacity.

- Proven experience writing detailed SOWs and solution documents for complex IT projects.

- Demonstrable track record of winning new enterprise logos and closing consulting SOWs, outcome-based programs, or managed services deals.

- Experience designing and managing engagements that use onshore, nearshore, and offshore teams; able to plan resourcing, risk, and governance across distributed delivery models.

- Strong technical literacy across software development, data & AI, cloud platforms, IT infrastructure, and cybersecurity.

- Experience crafting outcome-based commercial models, measurable success criteria, and SOWs.

- Exceptional executive presence, communication, presentation, and negotiation skills.

- Proficiency with HubSpot and comfortable using Workday for HR-related workflows.

- Ability to operate autonomously in a remote environment and lead distributed pursuit teams.

- Bachelor’s degree preferred; advanced degree or equivalent experience a plus.

- Willingness to travel occasionally for client meetings and industry events.

Success Metrics

- New logo acquisition and contribution to pipeline value/closed-won revenue.

- Average deal size and percentage of outcome-based SOWs closed.

- Win rate on targeted pursuits and time-to-close.

- Client satisfaction and program outcome attainment vs. agreed KPIs.

Compensation & Benefits

- Competitive base salary plus performance-based commission/bonus tied to new logo SOWs and outcomes.

- Comprehensive benefits (health, dental, vision, retirement savings).

- Remote-first work policy with occasional travel expenses covered.

- Career development, leadership opportunities, and mentorship programs.