Global Director, Go To Market, Heidrick Consulting

Accountabilities

Top-of-Funnel Market Development

• Continue to build, nurture and expand relationships across Heidrick & Struggles (Search, Consulting, On Demand Talent) to enhance internal collaboration and cross-practice opportunity creation aligned with internal initiatives.
• Shape, drive and deliver strategies targeted at multiple client prospects (repeat and net new) and ensure a seamless transition to the Business Development team at the point a Lead is formally qualified as an Opportunity. (Where a repeat-purchase client engagement is generated through a campaign or marketing event targeting multiple prospects, this will originate within the Global Director, Go-To-Market portfolio).
• Develop deep external market relationships to identify, engage and cultivate new client prospects across HC’s global and global at-scale solutions.
• Provide clear early-stage qualification, ensuring disciplined movement from target → nurtured contact → qualified prospect and effective transition to the Business Development Team at the appropriate point.
• Maintain a strong understanding of HC solutions, client challenges and market dynamics to identify high-potential opportunities early.
• Drive proactive outreach, events, networking, thought leadership activation and other market-facing activities to expand our reach.

Team Leadership & Build-Out

• Hire, build and lead the new global Lead Generation team (2x Lead Generation associates and 2x Lead Generation Managers) into a high-performing, metrics-driven function.
• Provide dotted-line leadership, coaching and guidance for the Senior Marketing Manager and Sales & Marketing Coordinator to ensure tight alignment to top-of-funnel objectives.
• Establish performance expectations, KPIs rhythms, consistent workflows and qualification discipline for the Global Lead Generation team, ensuring clarity, accountability and continual development.

Partnership with Corporate Marketing

• Collaborate closely with Corporate Marketing to align campaigns, messaging and market activation to HC growth priorities.
• Ensure delivery of appropriate marketing support such as campaigns, events and content that drive prospect engagement.
• Partner to develop materials, insights and collateral that strengthen early-stage conversations and market positioning.

Pipeline Activation & Cross-Firm Collaboration

• Strong collaboration with Regional Leads, global Centre of Excellence Leads, Corporate global Commercial and GTM Enablement and Revenue Operations teams, and Search/On Demand Talent Partners to identify priority targets and ensure a cohesive go-to-market approach.
• Drive early-stage pipeline visibility and discipline, ensuring accurate CRM documentation and forecasting.
• Build trusted relationships with internal stakeholders to activate personal networks and firmwide connections.
• Partner with the Global Director of Business Development for smooth handoff of qualified opportunities and alignment on target lists, segmentation and prioritization.

Brand and Market Presence

• Represent HC in market-facing opportunities, industry events, conferences and networking forums.
• Elevate the HC brand by amplifying our IP, thought leadership and differentiated capabilities to new audiences.

Process, Systems & Operational Excellence

• Establish scalable, consistent processes for top-of-funnel management across regions.
• Leverage CRM and related tools (i.e. Leads functionality in Latitude) to track all early-stage engagement activity with high accuracy and data quality.

Key Metrics

Role Expectations

• Growth of global net-new and repeat opportunities, as described above, across HC’s solutions, including digital and at-scale solutions.
• Effective, disciplined movement of leads through the early pipeline stages.
• High-quality handoff of fully qualified opportunities to the Global Director of Business Development.
• Strong cross-firm collaboration with RLs, COEs, Search, ODT and Corporate Marketing.
• Development and performance of the new Lead Generation team against agreed KPIs.
• Increased top-of-funnel activity: outreach, meetings, events, new contacts, campaign engagement.
• Strengthening of HC’s brand presence across target markets.
• Accurate, timely CRM (Latitude and other systems) data capturing all early pipeline activities.
• Demonstrated alignment to firm values, behaviours and leadership expectations.

Qualifications & Experience

• 10+ years’ experience in go-to-market, client acquisition, business development, sales leadership, commercial strategy, or related fields, preferably within professional services or a complex global organisation.
• Proven success building and converting a top-of-funnel sales engine, including identification, nurturing and qualification of net-new opportunities.
• Strong track record of developing and sustaining strategic relationships internally and externally.
• Experience leading and developing high-performing sales or commercial teams.
• Ability to work collaboratively across matrixed global environments and influence senior stakeholders.
• Strong commercial acumen with a deep understanding of buyers, markets and early-stage sales dynamics.
• Excellent communication, stakeholder engagement and presentation skills.
• Highly organized with strong operational discipline and experience using CRM platforms (Salesforce preferred).
• Self-starter with resilience, curiosity and a growth mindset.
• High integrity, sound judgement and strong alignment with Heidrick’s values.

Heidrick & Struggles is an equal opportunity employer committed to hiring qualified protected veterans and individuals with disabilities. All qualified applicants will be considered for employment without regard to race, color, religion, creed, age, sex, national origin, gender identity or expression, sexual orientation, disability, marital status, veteran or military status, or citizenship status.