Managing Director - Account Lead (Finserv & IT GRC experience)

Location: Hybrid – DC Metro
Must be able to be at client sites in Northern Virginia 3 days/week, and at Infinitive headquarters (Ashburn, VA).

About Infinitive

Infinitive is a data & AI consultancy that enables global brands to deliver results through insights, innovation, and efficiency. We possess deep industry and technology expertise to drive and sustain adoption of new capabilities. We match our people and personalities to our clients' culture while bringing the right mix of talent and skills to enable high return on investment.

Infinitive has been named “Best Small Firms to Work For” by Consulting Magazine six times, and has also been named a Washington Post Top Workplace, Washington Business Journal Best Places to Work, and Virginia Business Best Places to Work.

About this Role

Infinitive is seeking an experienced leader with strong IT GRC expertise who is accountable, proactive, results-oriented, and adaptable. The ideal candidate will not only drive sales and client growth but also bring deep knowledge of IT governance, risk, and compliance frameworks to support regulated industries, enhance client trust, and deliver secure, compliant solutions.

This leader will foster deep client relationships, oversee account financial management, and lead the end-to-end execution of projects/programs—especially those involving IT risk management, regulatory compliance, and governance of data and cloud initiatives.

Key Responsibilities

• Lead and support new client sales opportunities, with a focus on IT GRC, risk management, and compliance-driven projects.

• Partner with sales to develop annual account plans that incorporate compliance and risk mitigation opportunities.

• Identify and sell new/expansion opportunities with existing and new buyers, especially where regulatory compliance (e.g., SOX, GDPR, HIPAA, PCI-DSS, NIST, ISO 27001) is a priority.

• Author and negotiate SOWs for extensions/expansions/new work, ensuring governance and compliance requirements are addressed.

• Closely manage against revenue, sales, and margin targets while achieving individual and account performance goals.

• Maintain accurate forecasts and compliance documentation for account/project management.

• Guide clients through GRC strategy and frameworks while supporting delivery teams with risk, controls, and audit readiness.

• Follow Infinitive (or client) delivery frameworks with emphasis on risk/issue management, project governance, and compliance checkpoints.

• Lead and mentor Infinitive consultants, fostering strong people leadership while emphasizing compliance-minded delivery.

Education & Experience

• Bachelor’s degree in business, information systems, or related field.

• Minimum 10 years of consulting or business development experience, with at least 5 years focused on IT governance, risk, and compliance (GRC) within financial services or regulated industries.

• Proven success in practice development and managing multi-million-dollar accounts.

• Experience leading compliance-driven programs or technology implementations.

• Minimum 1 year of experience with marketing and campaigns (preferred but not required).

Knowledge, Skills, and Qualifications

• Strong background in IT GRC frameworks, controls testing, and compliance requirements (e.g., NIST CSF, ISO 27001, COBIT, SOX, GDPR, HIPAA, PCI-DSS).

• Deep understanding of application development, cloud engineering, and data—plus the ability to integrate risk and compliance practices into delivery.

• Familiarity with audit processes, regulatory reporting, and risk management tools.

• Familiarity with Cloud Service Providers (AWS, Azure, GCP) and governance best practices.

• Familiarity with Salesforce and its use in managing compliance/regulatory data.

• Training in large account sales and management.

• Excellent communication, presentation, and proposal development skills.

• Adept with Microsoft Office/Google Suite and LinkedIn.