Director of Go To Market

The Director of Go-to-Market leads the Heads of GTM and the wider GTM Business Partner capability across BDO's Service Streams, Sectors and Regions. The role ensures deployed teams focus on the right markets, buyers and opportunities, with the skills and capacity required to deliver clear growth outcomes for the firm. The role has firm-wide responsibility for the Sales & Marketing planning process and, as Head of the GTM capability, defines GTM excellence, sets consistent standards and strengthens the capability of the team.

It owns the GTM framework, commercial architecture, planning standards and deployed Business Partner model, ensuring GTM is buyer-led, insight-driven and focused on the highest-value opportunities. The Director works closely with Clients & Markets Partners across Service Streams, Sectors and Regions to agree growth priorities and determine where Sales & Marketing can have the greatest impact. As a member of the Sales & Marketing Executive, the Director also works with the Directors of Sales, Marketing and Operations to move priorities effectively from strategy into execution and make best use of the function's people, tools and technology.

• Define and maintain the firm-wide GTM framework
• Translate growth strategy, market opportunity and buyer need into clear commercial priorities
• Establish how sectors, services, propositions and buyer issues come together within the GTM model
• Challenge fragmented or service-led activity and combine value propositions where this will create stronger market or buyer engagement and better commercial outcomes
• Define the GTM standards and commercial decision framework used within the Sales & Marketing planning process
• Set expectations for how Heads of GTM diagnose, contract and prioritise demand
• Provide challenge where priorities are fragmented, insufficiently evidenced or competing for limited capacity
• Set the approach for market segmentation, buyer understanding and opportunity identification
• Lead the commercial definition of priority propositions, including the target buyer, buyer problem, differentiated value and supporting proof
• Define a consistent approach for developing Sales Plays that bring together a priority opportunity, target buyers, their business needs, BDO's proposition and the intended commercial outcome
• Evaluate the effectiveness of Sales Plays, scaling approaches that deliver value and adapting or stopping those that do not
• Lead the Heads of GTM and the GTM Business Partner capability across Service Streams, Sectors and Regions, ensuring their priorities and activity contribute directly to the firm's growth strategy and most significant revenue opportunities
• Set clear standards, role expectations and ways of working for deployed GTM teams
• Coach and develop senior GTM leaders and strengthen capability across the team
• Bring together the appropriate Sales & Marketing capabilities across the Find, Win and Grow client lifecycle to support agreed GTM priorities
• Ensure briefs clearly define the opportunity, required outcome, ownership and measures of success before work moves into execution
• Improve hand-offs from identifying priority markets and opportunities, through converting opportunities into clients, to developing and expanding existing client relationships, while maintaining clear accountability within each capability
• Build learning from campaigns, pursuits, client conversations and wins and losses back into GTM planning
• Scale what creates value and stop activity that does not
• Contribute to function-wide strategy, priorities and investment decisions

• Significant senior experience in GTM, commercial strategy, market strategy, business development or a related discipline within professional services
• Strong commercial judgement and understanding of B2B buying behaviour
• Experience operating in a complex matrix environment and influencing senior stakeholders
• Proven ability to translate strategy and insight into clear commercial priorities
• Experience shaping segmentation, propositions, GTM plans or Sales Plays
• Strong understanding of how Sales, Marketing and Operations combine to drive growth
• Confidence using market and commercial data to inform decisions
• Strong people leadership and capability-building experience
• Experience of commercial transformation is advantageous
• Professional services experience is beneficial

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