Our clients are no longer asking whether AI matters – they are asking what to actually do about it. We already have the specialists who can build, and the partners who sit at the table when these conversations start. What we are looking for now is the person who connects the two: someone who turns our capability into a service our clients buy, and who walks into a client meeting able to move from an open question to a signed engagement.
This is a commercial role with technical depth. You will own the growth of Civitta’s AI services – the offering, the pipeline, and the revenue that follows.
This is a practice you will shape rather than inherit. The offering, the team, and the commercial direction are genuinely yours to define – with the backing of an established consulting firm, an existing client base across 20+ countries, and partners who already have the relationships you will sell into.
This position is open across Civitta offices.
You will:
- Own the commercial growth of Civitta’s AI services, carrying a revenue target for the practice
and building the pipeline together with our partners across markets; - Join our partners in client meetings, translate broad ambitions into concrete, scoped
engagements, and own the solution design, pricing, and proposals that follow; - Shape what we sell – define our AI service offering, the clients it is aimed at, and the commercial
model behind it, turning a group of capable specialists into a practice with a clear proposition in
the market; - Act as our technical authority in front of clients – bringing the judgement to recommend what is
worth building, and the credibility to explain why something is not; - Lead and grow our AI team, currently a group of specialists and developers, setting technical
direction and delivery quality as the practice scales; - Build Civitta’s visibility as a trusted AI advisor through thought leadership, industry events, and
the quality of the work we deliver, so that clients come to us with the conversation already
started.
Requirements:
- Minimum of 5 years of relevant experience, combining hands-on delivery of AI, machine learning, or LLM-based solutions with client-facing advisory or consulting work;
- A demonstrable commercial track record: you have carried a revenue target, owned a book of business, or can point to specific advisory or technology deals you personally won;
- Experience scoping, pricing, and writing proposals, and comfort leading the commercial conversation rather than supporting it from the side;
- Proven track record of taking AI solutions beyond pilots into production, and the experience of what breaks along the way – data readiness, evaluation, cost, security, and adoption;
- Ability to hold credibility in both directions: technical depth that earns the respect of engineers, and clarity that lands with a CFO or a board;
- Experience leading, mentoring, or setting technical direction for a team of specialists;
- Sound judgement on where AI genuinely creates value and where it does not – including the confidence to say so to a client.
Benefits:
- Accelerated Career Growth – we invest in your development through coaching, mentoring, and regular performance reviews to help you grow faster and with purpose;
- Compensation & Profit Sharing: a guaranteed monthly salary complemented by performance-based rewards, including profit sharing based on individual P&L, additional team and group-wide profit sharing, and the opportunity to become a shareholder over time;
- Entrepreneurial Freedom – shape your own path, contribute ideas, and take the lead on initiatives that matter to you;
- Flexible Working Hours – manage your workday with flexibility and the option to work from home twice a week, while also benefiting from our city-centre office as a convenient, collaborative workspace;
- Culture & Connection – from engaging team bonding activities such as Christmas parties and Summer events to spontaneous celebrations, monthly team breakfast or lunches, we believe in recognizing wins—big or small—and celebrating them together;
- International Offsite Trips – every year, we travel to an exciting destination to spend time together with the entire Civitta team, strengthening connections and creating unforgettable memories;
- Gifts Programme – welcome boxes, birthday surprises and holiday cheer, we make sure your special moments are recognized;
- Local Benefits Package – Enjoy a comprehensive benefits package to support your well-being and professional needs, including: health insurance, public transport compensation or city parking compensation, snacks in the office.
Skills Required
- Minimum 5 years of relevant experience combining hands-on delivery of AI, machine learning, or LLM-based solutions with client-facing advisory or consulting work
- Demonstrable commercial track record, including carrying a revenue target, owning a book of business, or personally winning advisory or technology deals
- Experience scoping, pricing, and writing proposals
- Experience leading commercial conversations with clients
- Track record of taking AI solutions beyond pilots into production
- Experience addressing data readiness, evaluation, cost, security, and adoption challenges
- Technical depth sufficient to earn the respect of engineers and communicate clearly with CFOs or boards
- Experience leading, mentoring, or setting technical direction for a team of specialists
- Sound judgment regarding where AI creates genuine value and where it does not
What We Do
Civitta is a leading independent management consultancy in Emerging Europe. Today, our company, headquartered in Tartu, Estonia, employs over 700 consultants and experts across 27 offices in 19 countries: Estonia Latvia Lithuania Poland Finland Denmark Belarus Ukraine Moldova Serbia Romania Slovakia Bulgaria North Macedonia Kosovo Armenia Sweden Georgia Uzbekistan We aim to bring the right minds together to challenge the boundaries and make meaningful changes for our clients. We cover a wide range of services, including management consulting, grants and project management, market research and customer data analytics, entrepreneurship support and startups, public policy and development. We also work beyond home markets – our flexible approach and international mindset have ensured the successful cooperation with clients in 40+ countries, resulting in 10000+ completed projects. What’s our approach? We deliver more. With an effective management model, we ensure that the money paid for our work is invested in the project, not into overheads. We ask the tough questions. We challenge our clients to achieve the challenge themselves. We like unconventional projects. We have an entrepreneurial mindset allowing us to be flexible and work with niche or unusual projects. We get the job done. We collect facts, analyze them and deliver fact-based results. We are practical and we aim for impact. We have Estonian roots. An unique Central and Eastern Europe & Nordics footprint stretching over 16 countries throughout Europe. #TheChallengerAdvisory
