Head of Go To Market

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.

We'll broaden your horizons

Our Sales and Marketing team is being reshaped to directly support BDO's growth ambitions. We're building a high-performing function that is proud of its technical skills, reliable in delivery, and outcome-led in how we prioritise and execute. You'll join a team big enough to offer diverse roles and opportunities, big priorities and commercial challenges, yet personal enough to ensure you're supported and empowered from day one.

Here, we think beyond activity. You'll bring ideas, fresh thinking and help shape how we deliver campaigns, insights and engagement across the business. Working closely with internal clients, you'll deepen your understanding of our sectors and add value in your role

From strategic storytelling to capability building and smarter ways of working, you'll grow your skills while working with people who care about doing the right thing and doing it well.

We'll help you succeed

Leading organisations trust us because of the quality of our advice. That quality grows from a thorough understanding of their business, and that understanding comes from working closely with them and building long-lasting relationships.

You'll be someone who is both comfortable working pro-actively and managing your own tasks, as well as confident collaborating with others and communicating regularly with senior managers, directors, and BDO's partners to help businesses effectively. You'll be encouraged to identify and draw attention to opportunities for enhancing our delivery and providing additional services to organisations we work with.

The Sales and Marketing team are now recruiting for three Head of Go To Market roles (aligned to either Audit, Tax or Consulting, Risk & Outsourcing (CR&O).

Role purpose

The Head of GTM is accountable for shaping and delivering go-to-market direction for their deployed area by translating growth priorities into an insight-led GTM strategy and contracted plan that drives measurable commercial outcomes. The role operates as a senior business partner to leadership in the deployed area, including relevant C&M Directorates, and as a leader within the Sales & Marketing community-ensuring work is focused, integrated and prioritised in a demand > supply environment.

The role contracts with business leadership on outcomes and measures (not activity lists), diagnoses where central programmes and assets should be leveraged, and identifies where targeted local activity is genuinely required. It mobilises and coordinates Sales, Marketing and Operations capabilities to provide the right skills at the right time, and runs resourcing, scheduling and sequencing conversations to ensure delivery is achievable and aligned.

The role is a key advocate for buyer-led, issue-based, solution-oriented approaches (not service-led thinking). It uses deep understanding of the local market, competitor landscape and strategy to guide prioritisation, shape briefs and ensure outputs are relevant, differentiated and commercially effective. It also works closely with peer Heads of GTM across other areas to maintain consistent language, planning rhythms and collaboration moments-surfacing connections and synergies across the market matrix and enabling joined-up market activity.

Key responsibilities

• Lead development of the deployed GTM strategy and annual plan in partnership with business leadership and Sales & Marketing capability leaders.
• Contract priorities based on growth strategy, local market context and buyer needs, including clear measures and success criteria.
• Shape briefs with the business that describe the outcome required, the buyer problem to solve and the target audience-avoiding activity-only briefs.
• Run demand intake and shaping conversations with deployed leadership to create a holistic view of needs and opportunities.
• Translate demand into a prioritised portfolio with clear sequencing, dependencies and resourcing assumptions.
• Make and communicate trade-offs in a demand>supply environment; escalate decisions and risks early where needed.
• Ensure prioritisation supports issue-led, solution-oriented selling and avoids fragmented service-led activity.
• Mobilise the right expertise from Sales, Marketing and Operations to meet contracted priorities.
• Lead resourcing, scheduling and timing conversations, ensuring delivery is achievable and balanced across competing priorities.
• Work with peer Heads of GTM to maintain consistent language, rhythms and shared planning moments that enable meaningful collaboration.
• Use insight to guide targeting, proposition focus, and prioritisation of campaigns/activation/pursuit support.
• Ensure learning from execution (wins/losses, campaign performance, stakeholder feedback) is captured and fed back into planning and proposition improvement.
• Build trusted relationships with deployed leadership, including relevant C&M Directorates, and maintain a clear engagement rhythm.
• Run governance moments (planning checkpoints, prioritisation decisions, progress and performance reviews) with clear inputs/outputs and action tracking.
• Share regular KPI and performance insight with deployed leadership and C&M Directorate stakeholders, focusing on what it means and what should change.

You'll be someone with

• Significant experience in GTM leadership, commercial strategy, or senior business partnering in a complex, matrix environment.
• Strong ability to contract priorities and outcomes with senior stakeholders and influence without formal authority.
• Proven experience shaping demand, making trade-offs, and operating effectively in demand>supply conditions.
• Strong commercial and market judgement, including understanding of buyer needs and competitor dynamics.
• Experience coordinating cross-functional delivery across Sales, Marketing and Operations disciplines.
• Confidence with using performance insight and data to shape decisions and drive interventions.
• People leadership experience beneficial (dependent on scope).

At BDO, we'll help you achieve your personal goals and career ambitions, and we have programmes, resources, and frameworks that provide clarity and structure around career development.

We're in it together

Mutual support and respect is one of BDO's core values and we're proud of our distinctive, people-centred culture. From informal success conversations to formal mentoring and coaching, we'll support you at every stage in your career, whatever your personal and professional needs.

Our agile working framework helps us stay connected, bringing teams together where and when it counts so they can share ideas and help one another. At BDO, you'll always have access to the people and resources you need to do your best work.

We know that collaboration is the key to creating value for the companies we work with and satisfying experiences for our colleagues, so we've invested in state-of-the-art collaboration spaces in our offices. BDO's people represent a wealth of knowledge and expertise, and we'll encourage you to build your network, work alongside others, and share your skills and experiences. With a range of multidisciplinary events and dedicated resources, you'll never stop learning at BDO.

We're looking forward to the future

At BDO, we help entrepreneurial businesses to succeed, fuelling the UK economy. Our success is powered by our people, which is why we're always finding new ways to invest in you. Across the UK thousands of unique minds continue to come together to help companies we work with to achieve their ambitions

We've got a clear purpose, and we're confident in our future, because we're adapting and evolving to build on our strengths, ensuring we continue to find the right combination of global reach, integrity and expertise. We shape the future together with openness and clarity, because we believe in empowering people to think creatively about how we can do things better.