GBBC Member Careers

Discovery Sales Executive



Sales & Business Development
Washington, DC, USA
Posted on Saturday, April 29, 2023

Deloitte Services is seeking a top-performing client relationship and solution sales executive to pursue clients within its Risk and Financial Advisory Practice. Candidates should have an entrepreneurial spirit, relevant industry experience and demonstrated selling attributes / techniques.

The Team

The Sales Center of Excellence (COE) supports Deloitte’s businesses in uncovering, nurturing, and closing sales opportunities. Working hand-in-hand with Partners, Principals and Managing Directors, these sales executives focus their highly skilled efforts in securing relationships with qualified targets and decision makers to uncover opportunities, develop effective sales strategies, manage the pursuit process and act as a key advisor to the pursuit team throughout the sales process.

What you will do:

The Sales Executive (SE) is responsible for driving new business for the Deloitte Discovery Practice, while also representing the broader set of services within Regulatory & Legal Support (R&LS). The SE will strategically collaborate with Account and Practice leadership to market, position and sell our Discovery and Managed services directly to corporate clients and via the law firm channel. The role involves:

  • Develop leads, cultivate a targeted list of prospects and lead sales efforts, working closely with Account and Practice leaders
  • Develop relationships while executing joint go-to-market activities with other practice areas
  • Understand the competitive landscape and client needs in order to effectively position Discovery related services
  • Develop fresh collateral and marketing material.
  • Identify and influence key decision-makers at all levels within the target organization
  • Assist account teams and practice leaders with identifying, qualifying, pursuing, and closing opportunities
  • Play a leadership role in pursuits and contribute to the development of proposals
  • Develop strategic and tactical plans to meet or exceed sales objectives
  • Manage proposal development and create live oral presentations that win new business
  • Maintain accurate and timely customer, pipeline, and forecast data working with Sales Operations team

Required Qualifications:

  • 10+ years of experience as a named account executive and/or business development manager
  • Strong discovery and litigation support sales management knowledge and experience
  • In-depth understanding of the discovery industry and key business issues
  • Understand how to develop go-to-market plan that targets litigation support
  • Demonstrable ability to leverage pre-existing network of clients or contacts in the marketplace
  • Proven ability to develop and secure relationships at all levels within a client organization
  • Understand the professional service delivery process
  • Ability to integrate, influence, and collaborate with cross-functional teams in client pursuits
  • Bring executive presence, poise and a commitment to superior quality in all aspects of work
  • Exceptional communication skills
  • Ability to travel 20-60%, on average, based on the work you do and the clients and industries/sectors you serve


  • Bachelor’s degree
  • MBA/Advanced Degree
  • Washington D.C. area preferred


Recruiting tips

From developing a stand out resume to putting your best foot forward in the interview, we want you to feel prepared and confident as you explore opportunities at Deloitte. Check out recruiting tips from Deloitte recruiters. Benefits

At Deloitte, we know that great people make a great organization. We value our people and offer employees a broad range of benefits. Learn more about what working at Deloitte can mean for you. Our people and culture

Our diverse, equitable, and inclusive culture empowers our people to be who they are, contribute their unique perspectives, and make a difference individually and collectively. It enables us to leverage different ideas and perspectives, and bring more creativity and innovation to help solve our client most complex challenges. This makes Deloitte one of the most rewarding places to work. Learn more about our inclusive culture.
Our purpose
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Professional development

From entry-level employees to senior leaders, we believe there’s always room to learn. We offer opportunities to build new skills, take on leadership opportunities and connect and grow through mentorship. From on-the-job learning experiences to formal development programs, our professionals have a variety of opportunities to continue to grow throughout their career.