Define and execute enterprise sales strategy to drive revenue, margin, and market expansion. Lead sales, business development, capture, and strategic account teams; own pipeline, forecasting, major pursuits, and client relationships. Optimize CRM, sales operations, proposal/capture, and analytics. Collaborate with delivery leaders to align solutions and cross-sell. Recruit, mentor, and develop high-performing sales leadership and culture.
DESCRIPTION
As we continue to grow and expand our market presence, we are seeking a transformational Chief Sales Officer (CSO) to define our enterprise sales strategy, accelerate revenue growth, expand market share, strengthen client relationships across our core and emerging markets, and drive a high-performance business development culture across the organization. The CSO will lead sales, business development, capture, and strategic account management teams; and partners with practice leaders to align go-to-market efforts with delivery capacity.
This hybrid role requires a visionary leader with a proven track record of building successful sales organizations, driving large-scale growth initiatives, and winning complex professional services opportunities. The CSO will report to the President and be located anywhere in the U.S.
Job Location: Nationwide
Key Responsibilities:
- Strategy & leadership: Develop and implement a comprehensive sales strategy and operating plan that supports corporate growth targets, margin objectives, and geographic/practice expansion.
- Revenue growth: Own top-line revenue performance and sales forecasting; ensure attainment of annual and multi-year revenue, margin, and backlog goals.
- Pipeline & go-to-market: Drive pipeline generation, qualification, and conversion through direct sales, channel/partner development, strategic alliances, targeted capture plans, and proposal execution.
- Key accounts & relationships: Build and maintain executive-level relationships with strategic clients, partners, and target prospects; lead pursuit of major pursuits and complex, high-value opportunities.
- Sales operations & enablement: Optimize sales processes, CRM usage, proposal and capture capabilities, and sales analytics to improve productivity and forecast accuracy.
- Cross-sell & solution alignment: Collaborate with practice and delivery leaders to package cross-discipline solutions, ensure capability alignment to market demand, and increase wallet share within existing accounts.
- Talent development & culture: Recruit, mentor, and retain sales and BD leaders; set clear targets and performance expectations; cultivate a client-focused, ethical sales culture.
QUALIFICATIONS
- Bachelor’s degree in Business, Engineering, Marketing, or related field
- 15+ years of progressive leadership experience in sales, business development, or growth strategy within the engineering, consulting, architecture, construction, infrastructure, or professional services industry
- Proven track record of driving significant revenue growth in a complex, matrixed organization
- Experience leading large, geographically dispersed sales or business development teams
- Demonstrated success in developing and executing enterprise growth strategies
- Strong executive presence with exceptional communication, influencing, and relationship-building skills
- Experience managing executive-level client relationships and major strategic pursuits
- Strong analytical, financial, and business acumen
PREFERRED QUALIFICATIONS
- Advanced degree (MBA or related field)
- Experience within the Architecture, Engineering, and Construction (AEC) industry
- Familiarity with public sector, transportation, aviation, federal, water, environmental, or design-build markets
- Experience implementing CRM, sales enablement, and AI-driven business development tools
Leadership Competencies:
- Strategic thinker with strong commercial instincts and market foresight
- Executive presence and excellent stakeholder management skills
- Strong communication and presentation skills
- Data-driven decision making; comfortable with metrics and analytics
- Leader and coach; ability to attract, develop, and retain top commercial talent
- Collaborative mindset; partners effectively with delivery and operations leaders
COMPENSATION
The approximate base compensation range for this position is $400,000-$450,000 and is also bonus eligible. This compensation range is a good faith estimate for the position at the time of posting. Actual compensation is dependent upon factors such as education, qualifications, experience, skillset, and physical work location.
BENEFITS
We offer a comprehensive benefits package including:
- Medical, dental, vision insurance
- 401 (k) Retirement Plan
- Health Savings Account (HSA)
- Flexible Spending Account (FSA)
- Life, AD&D, short-term, and long-term disability
- Professional and personal development
- Generous paid time off
- Commuter and wellness benefits
#LI-TS2 #LI-HYBRID
About UsMichael Baker International, a leading provider of engineering and consulting services, including design, planning, architectural, environmental, construction and program management, has been solving some of the world’s most complex infrastructure challenges for more than 85 years with a legacy of expertise, experience, innovation and integrity.
Based in Pittsburgh and with over 100 offices nationwide, we partner with clients on everything from roads, bridges, tunnels, mass transit, and airports, to water treatment plants, arctic oil pipelines, environmental restoration and specialized overseas construction. We serve as a trusted adviser to the communities we serve, making them safer, more accessible, more sustainable and more prosperous.
We provide visionary leadership in facilitating transformational change for our clients. Our work delivers differentiating innovations and dedicated experts who challenge the status quo and share a world of diverse experience and an impassioned entrepreneurial spirit. We deliver quality of life.
We Make a Difference.
Michael Baker International is proud to be an Equal Opportunity Employer. Michael Baker International provides equal employment opportunity for all persons, in all facets of employment. Michael Baker International maintains a drug-free workplace and performs pre-employment substance abuse testing and background checks. We encourage all qualified applicants to apply for any open position for which they feel they are qualified and all will receive consideration for employment without regard to race, color, religion, creed, age, gender, sexual orientation, gender identity, national origin, citizenship status, marital status, familial status, pregnancy or childbirth, genetic information, disability, protected veteran status, status with regard to public assistance, or membership or activity in a local human rights commission, or any other legally protected status.
EEO is the Law. Applicants to and employees of Michael Baker International are protected under Federal law from discrimination.
*It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.
*There is no current application deadline. Michael Baker will continue to accept applications on an ongoing basis until the position is filled or no longer needed.
Michael Baker International Oakland, California, USA Office
Oakland, United States
Michael Baker International Walnut Creek, California, USA Office
Walnut Creek, United States
Similar Jobs
Consulting
Serve as a trusted advisor to C-suite sales leaders at Global 1000 organizations, managing 20–30 senior relationships. Define and execute sales strategy, capability-building, GTM, compensation and channel design; deliver research-backed insights, workshops, peer networking, and coaching; support retention and revenue growth through account planning, POCs, and client delivery. Collaborate with Sales, Research, and Services to create customized value plans and maintain CRM and operational rigor.
7 Days Ago
Information Technology • Logistics • Social Impact
Support the CEO and CSO by driving outbound sales outreach, researching prospects, scheduling 5–10 qualified weekly appointments, logging activity in Salesforce, managing follow-up, and coordinating handoffs to Client Success. Use Apollo.io, LinkedIn, email, phone, and AI tools to maintain pipeline discipline and advance opportunities to signed agreements.
Top Skills:
Ai-Enabled ToolsApollo.IoCRMEmailLinkedInMS OfficePhoneSalesforce
Biotech
Drive ProteinXI revenue within assigned territory by building pipeline, leading complex technical-commercial sales with cross-functional support, managing forecasts in Salesforce, engaging discovery/translational researchers, and supporting early access and launch activities across BioPharma and CRO accounts.
Top Skills:
Affinity-Based PlatformsCRMHigh-Plex ProteomicsMass SpectrometryMulti-OmicsMultiplex ImmunoassaysNgsProteomicsSalesforce
What you need to know about the San Francisco Tech Scene
San Francisco and the surrounding Bay Area attracts more startup funding than any other region in the world. Home to Stanford University and UC Berkeley, leading VC firms and several of the world’s most valuable companies, the Bay Area is the place to go for anyone looking to make it big in the tech industry. That said, San Francisco has a lot to offer beyond technology thanks to a thriving art and music scene, excellent food and a short drive to several of the country’s most beautiful recreational areas.
Key Facts About San Francisco Tech
- Number of Tech Workers: 365,500; 13.9% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Google, Apple, Salesforce, Meta
- Key Industries: Artificial intelligence, cloud computing, fintech, consumer technology, software
- Funding Landscape: $50.5 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Sequoia Capital, Andreessen Horowitz, Bessemer Venture Partners, Greylock Partners, Khosla Ventures, Kleiner Perkins
- Research Centers and Universities: Stanford University; University of California, Berkeley; University of San Francisco; Santa Clara University; Ames Research Center; Center for AI Safety; California Institute for Regenerative Medicine
