Director of Discovery & Framing

Client-Facing Strategy Depth

8+ years of experience in strategy consulting, management consulting, customer strategy, value advisory, or another highly structured client-facing problem-solving environment.

Meaningful experience at firms such as McKinsey & Company, Bain & Company, Boston Consulting Group, Deloitte, PwC, EY, KPMG, or a comparable strategy or advisory organization is highly valued.

Opportunities progress with fewer unknowns around mission value, stakeholders, decision process, funding, acquisition, and urgency.

Strong customer outputs: Post-session readouts are timely, concise, customer-validated, and useful enough for customers and account teams to act on immediately.

Opportunity movement: D&F engagements result in a clear decision to advance, redirect, investigate further, or disqualify.

Fewer late surprises: Reduce late-stage problems caused by unclear customer pain, weak mission value, missing stakeholders, uncertain funding, undefined decision processes, or unsupported assumptions.

A scalable D&F capability: Build a team of D&F practitioners capable of delivering consistent customer engagements under a common methodology and quality standard.

What This Role Is

• Functional leader of Discovery & Framing
• Senior customer strategist
• Executive facilitator
• Structured problem solver
• Builder of the D&F methodology
• Builder and leader of the D&F team
• Independent tester of customer problem and fit
• Bridge between mission problem and capability need

What This Role Is Not

• A quota-carrying Account Executive
• A general sales enablement role
• A product marketer
• A Solutions Engineer
• A technical architecture role
• A one-time workshop facilitator
• A presentation resource
• A disguised product pitch

Operating Principle

Understand the mission. Discover the real problem. Frame it in measurable terms. Validate it with the customer. Then determine what should happen next.

Full compensation packages are based on candidate experience. Compensation ranges are established using national benchmarking data and apply across all geographic locations within the United States.

Remote - USA

$204,000—$276,000 USD