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Head of GTM Deals
About BDO
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, and high-growth businesses that fuel the economy—and directly advise the owners and management teams that lead them.
Reshaping Your Horizons
Our Sales and Marketing team is being reshaped to directly support BDO’s growth ambitions. We’re building a high-performing function proud of its technical skills, reliable delivery, and outcome-led execution.
You’ll join a team with diverse roles and commercial challenges, yet intimate enough to ensure you’re supported and empowered from day one.
Here, we think beyond activity. You’ll bring ideas, fresh thinking, and shape campaigns, insights, and engagement across the business. Working closely with internal clients, you’ll deepen your understanding of our sectors and add value.
From strategic storytelling to capability-building and smarter ways of working, you’ll grow your skills while collaborating with people who thrive on excellence.
Why You’ll Succeed
Leading organisations trust BDO because of the quality of our advice, built on deep business understanding and lasting relationships. You’ll champion a proactive mindset—both independently and collaboratively—communicating frequently with senior leaders to deliver impactful results.
We encourage you to identify opportunities for enhancing service delivery and offering additional value to organisations.
Head of Go-to-Market (GTM Deals)
Role Purpose
The Head of GTM (Deals) is accountable for shaping and delivering go-to-market (GTM) direction by translating growth priorities into an insight-led GTM strategy, contracted plan, and measurable outcomes.
- Business Partnering: Acts as a senior business partner to leadership in the deployed area (including C&M Directorates) and pressures alignment within the Sales & Marketing community.
- Demand-led Approach: Operates in a demand > supply environment, balancing focus, integration, and prioritisation.
- Advisory Role: Contracts with business leadership on outcomes and measures—not activity lists. Diagnoses where central assets should be deployed and highlights targeted local opportunities.
- Cross-functional Coordination: Mobilises Sales, Marketing, and Operations capabilities, ensuring the right skills and timing.
- Advocacy: Champions buyer-centric, solution-oriented approaches, ensuring strategy is commercially effective and differentiated.
- Alignment: Collaborates with peer Head of GTM roles for consistency, shared planning, and market synergies.
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Key Responsibilities
- Develop Strategy: Lead the annual GTM strategy and plan in partnership with leadership and Marketing capability leaders.
- Prioritise Growth: Align on outcomes-based outcomes rather than activity lists, using growth strategy, local context, and buyer needs.
- Shape Briefs: Describing outcomes, buyer problems, and audiences while avoiding activity-driven work.
- Demand & Shape: Facilitate conversations with leadership to form a holistic needs and opportunity perspective.
- Portfolio Prioritisation: Translate demand into a prioritised portfolio with dependencies, sequencing, and resourcing assumptions.
- Trade-offs: Communicate trade-offs in demand-driven scenarios, escalate risks where needed.
- Focus: Ensure prioritisation supports issue-led, solution-oriented selling—avoiding fragmented activity.
- Resource Mobilisation: Expedite the right Sales, Marketing & Operations talents for contracted priorities.
- Resourcing & Timing: Plan resources, timelines, and unlockability for achievable, balanced delivery.
- Collaboration: Maintain shared language, rhythms, and consistent engagement with peer GTM Heads.
- Data-Strategy: Use insight to guide marketing effectiveness, proposition, and campaigns.
- Learning Loop: Capture insights from wins, losses, KPIs, and customer feedback for continuous process improvement.
- Relationships: Build trusted partnerships with leadership and C&M Directorate stakeholders.
- Governance: Lead checkpoints, prioritisation, performance reviews with action tracking.
- Performance Reporting: Share KPIs and insights with leadership, focusing on actionable takeaways.
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Who You’ll Be
- Senior Leadership Experience: Proven track record in GTM leadership, commercial strategy, or business partnering in a complex matrix environment.
- Outcome Alignment: Ability to negotiate priorities and outcomes with senior stakeholders through influence—not authority.
- Decision-Making: Proven ability to shape demand, make trade-offs, and operate in demand-driven environments.
- Market Judgment: Strong grasp of buyer needs, competitor dynamics, and commercial strategy.
- Cross-functional Coordination: Experience aligning and executing cross-(Sales, Marketing, Operations).
- Data-Driven Insight: Comfort with using performance metrics for strategic decisions.
- People Leadership (optional): Background in teams (scope dependent).
We’re In It Together
Mutual empathy, collaboration, and respect are core to BDO’s value-driven culture. Our agile frameworks and support systems (mentoring, coaching, professional development) empower growth at every stage.
- Flexible Work: Agile collaboration spaces across offices keep teams engaged and connected.
- Networking Culture: Leverage others’ expertise, build relationships, and share skills.
- Learning Opportunities: Multidisciplinary events and resources foster continuous development.
Holding the Future
BDO empowers entrepreneurial businesses to succeed, driving the UK economy. Our future depends on people—innovation, partnerships, and adaptability. We merge global reach, integrity, and expertise with openness to evolve.
We’re confident in shaping the future, together.
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