Enterprise Governance Business Development Executive

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.

• 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, One Trust, Archer, Process Unity, Service Now).

• 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.

• 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…