At Highspring, we partner with leading organizations to deliver technology solutions through project-based consulting, managed teams, and strategic talent engagements.
Our teams help clients execute critical technology initiatives across areas such as Cloud, DevOps, Cybersecurity, Software Engineering, Data & AI, QA/QE, and Digital Transformation.
We are looking for a Business Development Manager / Senior Account Executive who can drive growth through two core motions: opening new enterprise accounts and expanding Highspring’s footprint within existing strategic clients.
This is a consultative sales role for someone who knows how to navigate large organizations, build relationships with technology executives, identify business and technology challenges, and convert those opportunities into consulting engagements.
Key ResponsibilitiesNew Account Development- Identify and penetrate new enterprise accounts within targeted industries and markets.
- Build relationships with CIOs, CTOs, CISOs, VPs, Directors, and other technology decision-makers.
- Develop account strategies to move from initial introduction to active consulting opportunities.
- Generate new business through executive outreach, referrals, networking, industry events, and strategic partnerships.
- Establish Highspring as a trusted technology consulting partner within new accounts.
- Expand Highspring’s presence within existing large enterprise clients by developing relationships across new business units, technology functions, and executive stakeholders.
- Build account maps identifying key decision-makers, influencers, technology priorities, budgets, and upcoming initiatives.
- Identify whitespace and cross-selling opportunities across Highspring’s consulting practices.
- Develop relationships beyond existing buyers to reduce account concentration and create multiple channels for growth.
- Create and execute account growth plans for strategic clients.
- Engage clients around their technology roadmaps, challenges, transformation programs, and upcoming investments.
- Identify opportunities ranging from individual strategic resources to complete squads, project teams, and consulting engagements.
- Lead discovery conversations to understand business objectives, project scope, timelines, required capabilities, and desired outcomes.
- Work with delivery and practice leaders to translate client needs into compelling solutions, proposals, and Statements of Work (SOWs).
- Lead commercial discussions, negotiations, and deal progression through close.
- Introduce clients to relevant Highspring capabilities across areas such as:
- Software Engineering & Application Modernization
- Cloud & DevOps
- Cybersecurity
- Data & AI
- QA / Quality Engineering
- Architecture & Digital Transformation
- Connect client priorities with the appropriate Highspring subject-matter experts and delivery capabilities.
- Identify opportunities to expand from an initial engagement into broader, multi-practice relationships.
- Partner closely with recruiting, delivery, and practice leaders to build the right teams and solutions for each opportunity.
- Maintain strong visibility into active engagements and client satisfaction.
- Use successful delivery as a platform to identify follow-on projects and expand relationships.
- Ensure a smooth transition from sales through delivery while maintaining executive-level client relationships.
- Build and maintain a healthy pipeline of new accounts and expansion opportunities.
- Own revenue and gross-margin targets across assigned accounts and territory.
- Maintain accurate account plans, opportunities, activities, and forecasts in Bullhorn.
- Track key business development metrics including pipeline creation, new logos, meetings, SOWs, account penetration, revenue, and gross margin.
- Proven experience in business development, enterprise sales, or account management within technology consulting or professional services.
- Demonstrated ability to open new enterprise accounts and grow existing strategic accounts.
- Strong network and ability to engage senior technology executives.
- Experience selling complex technology services rather than solely transactional staffing.
- Ability to uncover opportunities through business conversations rather than waiting for formal requirements or RFPs.
- Strong understanding of technology transformation initiatives and the ability to engage credibly with technology leaders.
- Experience developing proposals, project teams, consulting solutions, and SOW-based engagements.
- Strong commercial instincts with the ability to manage pricing, margins, negotiations, and deal strategy.
- Entrepreneurial, proactive, and comfortable operating in a high-growth environment.
Success in this role means building deep, multi-threaded enterprise relationships that consistently generate new opportunities.
You will be expected to:
- Open and develop new strategic accounts.
- Expand existing accounts into new divisions and executive relationships.
- Build relationships with multiple decision-makers within each client.
- Generate qualified consulting opportunities and a sustainable pipeline.
- Convert client challenges into project-based and team-based engagements.
- Cross-sell Highspring capabilities across multiple technology practices.
- Grow revenue and gross margin while building long-term strategic client relationships.
Determining compensation for this role (and others) at Vaco/Highspring depends upon a wide array of factors including but not limited to the individual’s skill sets, experience and training, licensure and certifications, office location and other geographic considerations, as well as other business and organizational needs. With that said, as required by local law in geographies that require salary range disclosure, Vaco/Highspring notes the salary range for the role is noted in this job posting. An applicant may also be eligible to participate in certain incentive compensation programs based on achieving certain performance targets set forth each year and subject to the incentive compensation plan’s terms and conditions. The individual may also be eligible for discretionary bonuses, and can participate in medical, dental, and vision benefits as well as the company’s 401(k) retirement plan.
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California residents may also access Vaco’s HR Notice at Collection for California Applicants and Employees.
Vaco is an Equal Opportunity Employer and does not discriminate against any employee or applicant for employment because of race (including but not limited to traits historically associated with race such as hair texture and hair style), color, sex (includes pregnancy or related conditions), religion or creed, national origin, citizenship, age, disability, status as a veteran, union membership, ethnicity, gender, gender identity, gender expression, sexual orientation, marital status, political affiliation, or any other protected characteristics as required by federal, state or local law.
Skills Required
- Experience in business development, enterprise sales, or account management within technology consulting or professional services
- Demonstrated ability to open new enterprise accounts and grow existing strategic accounts
- Strong network and ability to engage senior technology executives
- Experience selling complex technology services rather than solely transactional staffing
- Ability to uncover opportunities through business conversations rather than waiting for formal requirements or RFPs
- Strong understanding of technology transformation initiatives and ability to engage credibly with technology leaders
- Experience developing proposals, project teams, consulting solutions, and statement-of-work engagements
- Strong commercial instincts, including pricing, margin management, negotiations, and deal strategy
- Entrepreneurial, proactive, and comfortable operating in a high-growth environment
Vaco Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Vaco and has not been reviewed or approved by Vaco.
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Healthcare Strength — Core medical plan options are described as broad with generally decent access to providers, and coverage is sometimes framed as strong relative to typical staffing arrangements. In some locations, employer-paid medical and dental coverage is highlighted as a notable differentiator.
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Parental & Family Support — Paid parental leave is positioned as a meaningful part of the total rewards offering in certain markets and materials. Family-building support such as fertility and adoption-related programs is also referenced as available in some packages.
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Retirement Support — A 401(k) plan is consistently described as available, with indications of an improved company match in at least some segments. In at least one market-specific profile, matching up to a higher percentage is presented as part of a strong local package.
Vaco Insights
What We Do
Vaco delivers critical talent solutions to companies in the areas of consulting, project resources, executive search, direct hire and strategic staffing with expertise in numerous areas including accounting and finance, technology and operations. Vaco’s family of brands includes Pivot Point Consulting, a best in KLAS health care IT solutions provider; Focus Search Partners, a retained executive search practice; and MorganFranklin Consulting, Vaco's methodology-driven global consulting platform. Since its founding in 2002, Vaco has grown to serve more than 12,000 clients across the globe with more 9,800 employees. Vaco has been named to Inc. magazine’s list of the fastest-growing private companies for the past 15 years and was named to Forbes’ 2018-2021 lists of America’s Best Recruiting Firms.
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