We are the leading provider of professional services to the middle market globally, our purpose is to instill confidence in a world of change, empowering our clients and people to realize their full potential. Our exceptional people are the key to our unrivaled, culture and talent experience and our ability to be compelling to our clients. You’ll find an environment that inspires and empowers you to thrive both personally and professionally. There’s no one like you and that’s why there’s nowhere like RSM.

POSITION DESCRIPTION:

The Managing Director accountable for building and scaling RSM’s IS/FC revenue through net‑new sales, expansion of existing accounts, and disciplined cross‑sell into broader RSM services—with a pronounced focus on building a proactive, talented bench that enables speed‑to‑fill, quality placements, and margin integrity. Acting as the business development liaison between delivery teams and client executives, the MD drives predictable pipeline, high‑quality placements, and bench‑led growth while maintaining CRM rigor and partnering across RSM consulting lines of service. Success is assessed by pipeline creation, conversion, bookings, run-rate growth, bench health, forecast accuracy, and cross-sell impact.

New Business Development & Pipeline Creation:

• Own IS/FC sales nationally; build a diversified, high-velocity pipeline across priority accounts and markets.
• Source opportunities via personal network, executive outreach, referrals, co-selling with account teams, elevated branding and market facing activity.
• Qualify rigorously (economic buyer, pain, urgency, budget, timing), shape scope, and advance to close.
• Price/structure solutions aligned to margin and risk guardrails; negotiate MSAs, SoWs, rate cards, and terms in coordination with Legal and Risk

BASIC REQUIRED QUALIFICATIONS:

• 20+ years of progressive sales, account leadership, and practice buildout in professional services/ human capital solutions, including IS/FC, interim leadership, MSP, and project-based consulting.
• Demonstrated ability to build $5M+ annual books of business with healthy margins and to ramp to multi‑million run‑rates within 9–12 months through disciplined land‑and‑expand motions.
• Deep experience selling to C‑suite and PE‑backed environments; strong private‑equity ecosystem and channel partnerships (CPAs, law firms, banks) that translate into origination and expansion.
• Excellence in executive storytelling, proposals/board presentations, and complex MSA/SoW/rate card negotiations.
• Credible understanding of delivery operations (utilization, margin levers, time‑to‑fill, quality/risk) and bench‑first capacity planning.
• Fluent in CRM‑driven operating rhythm (opportunity management, forecasting, pipeline coverage), data‑driven decision-making, and sales-cycle reduction practices.

• Drive pull-through revenue growth by partnering closely with teams across RSM on joint value propositions and integrated solutions.
• Generate qualified introductions to other practices; pursue co-selling motions and bundled solutions where appropriate.
• Aligning with marketing, industry, and PE/channel teams to amplify reach.