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Head of Go To Market
About BDO – June 2024
Ideas | People | Trust
We’re BDO, an accountancy and business advisory firm, providing the advice and solutions entrepreneurial organisations need to navigate today’s changing world.
We work with the companies that are Britain’s economic engine—ambitious, entrepreneurially-spirited, high-growth businesses that fuel the economy—and directly advise the owners and management teams leading them.
We’ll broaden your horizons
Our Sales and Marketing team is evolving to directly support BDO’s growth ambitions, creating a high-performing function that delivers strong technical skills, reliable outcomes, and outcome-led prioritisation. It’s large enough to provide diverse roles and critical challenges but personal enough to ensure you’re supported and empowered from day one.
Here, we think beyond activity. You’ll contribute ideas, fresh thinking, and help shape campaigns, insights, and engagement across the business. Working with internal clients, you’ll deepen your industry knowledge and add tangible value to your role.
From strategic storytelling to capability building, you’ll grow your skills while working with people committed to excellence.
Learn & Succeed
Leading organisations trust us due to the depth of our advice. That quality comes from understanding their business through long-term relationships and collaboration.
You’ll need to be:
- Proactive yet disciplined in managing your workload.
- Confident collaborating with senior leaders, directors, and BDO’s Partners.
- Encouraged to spot and promote opportunities for enhanced service and engagement.
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Head of Go-To-Market (GTM) – Three Roles Available
Roles align to:
- Audit
- Tax
- Consulting, Risk & Outsourcing (CR&O)
Role Purpose
The Head of GTM ensures growth priorities are turned into a strategic, insight-driven GTM action plan that drives measurable commercial results.
Core Accountabilities:
- Act as a senior business partner for leadership in your assigned area, including C&M Directorates.
- Prioritise work in a demand > supply environment—ensuring alignment, integration, and effective resource allocation.
- Advocate for a buyer-led, issue-based, solution-driven approach over service-led selling.
- Stay aligned with peers across other GTM heads, fostering consistency in messaging and collaboration.
Key Responsibilities
✔ Lead Strategic Planning
- Develop the annual GTM strategy and plan with business leaders and Sales & Marketing teams.
✔ Contract & Execute Priorities
- Balance growth strategy, local market context, and buyer needs against clear success metrics.
- Translate demand into prioritised portfolios, sequencing projects effectively.
✔ Shape Outcome-Focused Work
- Craft briefs that define outcomes, buyer problems, and audiences—avoid activity-driven at all costs.
✔ Align Internal & External Teams
- Mobilise Sales, Marketing, and Operations.
- Oversee resourcing, scheduling, and sequencing to ensure balanced delivery.
✔ Drive Collaboration & Learning
- Work with peers to maintain shared planning rhythms and insights.
- Capture execution learnings and refine strategies from campaign performance and stakeholder feedback.
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✔ Lead Engagement & Governance
- Maintain trusted relationships with deployed leadership via structured engagement rhythms.
- Run governance checkpoints (planning updates, prioritisation decisions).
✔ Communicate Metrics
- Share KPIs and performance insights, presenting actionable takeaways to leadership.
What We Look For
You’ll bring:
- Significant GTM leadership experience in complex, matrix-dominated environments.
- Strategic influence—contracting priorities with stakeholders without formal authority.
- Market insight and commercial judgement, including buyer needs and competitor intelligence.
- Cross-functional alignment skills (Sales, Marketing, Operations).
- Proven ability to make trade-offs in demanding conditions.
- Experience leveraging data and performance to shape decisions.
- Previous people leadership beneficial (depending on scope).
Why Join BDO?
We’re in it together
- Values-backed culture: mutual respect, challenging norms, and people-first initiative.
- Development focus: formal programs (coaching, mentoring) plus informal growth opportunities.
- Agile working: flexible yet strategic collaboration spaces for knowledge sharing.
BDO’s unified growth is powered by diverse expertise. We’ll equip you with resources to expand your network, refine skills, and ensure continuous learning.
Future Forward
Creating value for entrepreneurial businesses by fueling the UK economy. At BDO, we’re always finding ways to motivate individuals like you.
#TJ-SS3 (BDO code)
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