Enterprise Governance Business Development Executive

Position Overview

ISG is a leading technology research and advisory firm helping private and public sector organizations transform and optimize enterprise operations through enterprise governance, vendor management, and digital enablement. We are seeking a Business Development Executive to drive new logo acquisition and account growth for Enterprise Governance offerings focused on supplier relationship management (SRM), VMO design and operating model, governance assessments, and operational/transactional vendor management capabilities. This role blends complex solution sales and outcome-based engagements with credibility across Procurement, Vendor Governance, Risk/Compliance, Legal, Finance, IT, and Business Operations. This position carries individual sales and revenue targets and reports to the Lead Partner for Enterprise Governance Sales.

Responsibilities

New logo development
Meet/exceed annual bookings, revenue, margin, and pipeline coverage targets for Enterprise Governance services.
Identify, qualify, and close complex governance-led deals with clear outcomes (risk reduction, cycle-time improvements, cost avoidance/savings, compliance uplift).
Orchestrate pursuits across solution architects, delivery leaders, SMEs, alliances, and platform partners.
Build value cases quantifying impact (e.g., leakage reduction, SLA adherence, supplier performance improvements), incorporating governance mechanisms such as supplier segmentation frameworks, performance and risk dashboards, and RACIs.
Position ISG platform-enabled governance solutions compared to other S2P, CLM, TPRM/GRC, and service management tools (e.g., Coupa, Ariba, Ivalua, SAP, Icertis, Agiloft, OneTrust, Archer, ProcessUnity, ServiceNow).

Account growth and retention
Manage a set of accounts to drive renewal, upsell, and cross-sell (e.g., expand from SRM into VMO run operations, TPRM, CLM enablement, and S2P platform adoption).
Lead roadmap selling to broaden governance scope and operational capabilities over time, including enhancements to governance councils, policy enforcement, intake/onboarding, document/obligation management, performance/SLA tracking, and renewal/exit management.

Solutioning and go-to-market
Translate market and client objectives into offerings, messaging, and campaigns in partnership with Marketing and Events.
Craft governance roadmaps that integrate SRM program build/optimization (e.g., tiering, joint business planning, innovation pipelines, supplier development/remediation).
Structure pricing aligned to scope and outcomes (e.g., unit-based constructs such as per supplier, per category, per contract), with clarity on service levels and performance measures.

Market engagement and thought leadership
Increase visibility via speaking engagements, webinars, articles/blogs, and participation in provider and platform dialogues.
Provide expertise on vendor governance trends, SRM best practices, platform adoption, and regulatory implications for third-party risk.
Highlight emerging, responsible AI-enabled governance capabilities (e.g., contract analytics, supplier risk signals, policy compliance automation) where aligned to client maturity and outcomes.

Operational excellence
Maintain rigorous pipeline hygiene, forecast accuracy, activity tracking, and CRM discipline.
Collaborate with delivery teams to ensure successful mobilization, client satisfaction, and measurable outcomes; support benchmarking, dashboards, and policy adherence tracking to evidence impact.
Uphold ethical standards; promote diversity, inclusion, and integrity in all engagements.

Required Skillsets

This is a remote position based in the US; Northeast/Midwest preferred with up to 30% travel
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.
Proficiency with MS Office and familiarity with sales methodologies (e.g., MEDDICC, Challenger) is a plus.

Performance Metrics
Bookings (ACV/TCV), revenue, and gross margin.
Pipeline coverage, win rate, and sales cycle time.
Renewal and expansion rates; client satisfaction/NPS.

Education
Bachelor’s degree required
MBA or another advanced degree (s) desirable