Director of Client Strategy

Job Description: Director of Solution Client Strategy

Director of Client Strategy & Solution Architecture

HighGear – Frederick, MD

HighGear is adding a senior leadership position to our Enterprise SaaS team to accelerate and deepen our impact within enterprise clients. Our newly created role of Director of Client Strategy & Solution Architecture will lead our configuration and solution delivery efforts while also serving as a high-caliber consultative resource to drive strategic adoption, uncover new opportunities, and guide our configuration services team to build reusable solution accelerators that shorten sales cycles and increase client adoption and utilization.

You will act as a trusted advisor to senior executives at Fortune-level clients, helping translate complex regulatory and cross-functional operational challenges into HighGear-powered solutions. Reporting directly to the CEO, you will have broad influence across the organization and will help elevate HighGear from tactical operational deployments to strategic enterprise platforms.

About HighGear HighGear is an AI-enabled visual workflow platform designed from the ground up to meet the rigorous requirements of the world’s most highly regulated industries. We help large organizations in finance, energy, government, defense and manufacturing dramatically improve visibility, accountability, and manageability of complex, long running and critical processes. We are profitable and growing rapidly with a focused team that leverages our technology and AI to outperform much larger competitors.

Why Join HighGear Based in beautiful downtown Frederick, Maryland, we're proud to call this vibrant, historic city home—a place with a growing tech sector and an outstanding quality of life that helps us attract and retain top talent. We live by our values:

• Passion in pursuit of excellence and in commitment to customer success
• Humility in decency towards all and in respect for those we serve
• Teamwork in personal growth, in positive relationships and in productive collaboration
• Integrity in our words, in our choices and in our actions

What We Offer

• Direct reporting line to the CEO with significant strategic influence.
• Opportunity to shape a critical function in a profitable, growing SaaS company serving global leaders.
• Competitive compensation and benefits. Equity participation possibilities for superior candidates.
• Upscale work environment, a high-commitment team with excellent morale, and professional flexibility with meaningful travel to major client sites.

Key Responsibilities

• Lead and grow the Configuration Services team, providing strategic direction, quality oversight, and professional development.
• Serve as the senior consultative voice to clients alongside Customer Success, performing discovery with C-level stakeholders, designing high-impace solutions, and building executive rapport. Partner with Customer Success, Sales and Client Enablement to expand adoption within accounts and move conversations from operational to executive level.
• Identify unmet needs across target verticals (Finance, Energy, Government and Defense manufacturing) and turn them into reusable solution templates and accelerators, leveraging emerging standards(CMMC, ISO, 42001) to speed deployments and improve win rates. Track regulatory developments to position HighGear as the go-to compliance and operational excellence platform.
• Lead or engage cross-functional teams from multiple departments including software engineering and client enablement as needed to deliver exceptional outcomes.

What Success Looks Like (First 6–12 Months)

• Deliver 2–3 high-visibility solution templates/accelerators tied to real vertical pain points, each with documented target messaging, ready for rapid deployment.
• Use those accelerators to generate measurable interest: new meetings with senior leadership at target prospects and existing clients.
• Increase the rate at which accounts move from initial operational deployments to broader, strategic adoption.
• Support and develop the current configuration specialists, expanding their scope and expertise. Assess and improve current processes and documentation to ensure quality and workloads grow.

Requirements

• 10+ years of professional experience in technology consulting, systems integration, operations, or compliance,.
• At least 5 years leading a consultative or systems-integration practice serving high-profile, highly regulated clients (Finance, Energy, Government, or Defense sectors strongly preferred).
• Deep experience with complex workflow, process automation, or operational excellence initiatives in regulated environments.
• Proven ability to engage and build credibility with executives and gatekeepers at large enterprises.
• Strong business acumen and the ability to translate regulatory or operational challenges into compelling solution strategies.
• Comfort operating in a fast-paced, resource-constrained environment typical of a high-growth SaaS company.
• Workflow or process automation experience is highly desired.

•  Travel 1–3 times per month for client workshops, discovery sessions, and executive presentations (typically 1–3 days per trip).

Preferred

• Familiarity with visual/low-code workflow platforms or similar enterprise software.
• Track record of developing reusable solution assets or accelerators to shorten sales or delivery cycles.
• Experience identifying and capitalizing on regulatory-driven opportunities (e.g., new standards or compliance mandates).