Ideas | People | Trust
We’reBDO. An accountancy and business advisory firm, providing the advice and solutionsentrepreneurial organisationsneed to navigate today’s changing world.
We workwiththe companies thatare Britain’s economic engine – ambitious, entrepreneurially-spiritedand highgrowth businesses that fuel the economy - anddirectlyadvisethe owners and management teams that lead them.
We’llbroaden your horizons
Our Sales & Marketing team is building a function that reflects who we are: open, trusted and focused on shaping what matters.You’lljoin a team big enough to offer big priorities and commercial challenges, yet personal enough to ensureyou’resupported and empowered from day one.
Here,we think beyond.You’llbring ideas, challengethinkingand help shape how we deliver campaigns,insightsand engagement across the business. Working closely with internal clients,you’lldeepen your understanding of our sectors and see how connected teams drive our 2028 growth ambitions.
From strategic storytelling tocapability‑buildingand smarter ways of working,you’llgrow your skills while working with people who care about doing the right thing.
We’llhelp you succeed
In this team, development is central to how we work.You’llhave access tobest‑in‑classtraining, clear capabilityframeworksandhands‑onlearning that give you the confidence and skills to grow quickly. Wemake it personalwith supportive teams where you belong, are trusted, and take transformative work on early.You’llcollaborate across service lines and leadership levels, building relationships grounded in openness and accountability.
You’llbring your best- taking ownership, deliveringqualityand building trust across the firm. In return,you’llget clarity, fair feedback and the development you need to succeed. Youwon’tjust complete tasks -you’llhelp shape how the team evolves and how we support the business.
Role purpose
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.
Key responsibilities
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
Build trusted relationships with senior Partners and leaders across the firm
You’ll be someone with:
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
At BDO,we’llhelp you achieve your personal goals and career ambitions, and we have programmes, resources, and frameworks that provide clarity and structure around career development.
We’rein it together
Mutual support and respectisone ofBDO’score valuesandwe’reproudofourdistinctive, people-centredculture.Frominformal success conversations to formal mentoringandcoaching,we’llsupport you at every stage in your career, whatever your personaland professional needs.
Our agile working framework helps us stay connected, bringing teams together where and when it counts so they can share ideas andhelpone another.At BDO,you’llalways have access to the people and resources you needto do your best work.
Weknow thatcollaborationisthekey to creating valuefor the companies we work withand satisfyingexperiencesfor our colleagues, sowe’veinvested instate-of-the-artcollaboration spaces in our offices.BDO’s peoplerepresenta wealth of knowledge andexpertise, andwe’llencourageyoutobuild your network,work alongside others, and share your skills and experiences.With arangeof multidisciplinary events and dedicated resources,you’llnever stop learning at BDO.
We’relooking 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 whywe’realways finding new ways to invest inyou.Across the UK thousands of unique minds continue to come together to help companies we work with toachievetheir ambitions
We’vegot a clear purpose, andwe’reconfident in our future, becausewe’readapting and evolving to build on our strengths, ensuring we continue to find the right combination of global reach,integrityandexpertise. We shape the future together with openness andclarity, becausewe believe in empowering people to think creatively about how we can do things better.
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Director of Go To Market in London employer: BDO Services Limited
At BDO, we pride ourselves on being an exceptional employer that champions personal and professional growth within a dynamic and supportive work culture. As a Private Equity Manager, you'll have the opportunity to work with a diverse range of clients while receiving tailored mentorship and access to state-of-the-art collaboration spaces, ensuring you thrive in your career. Our commitment to agile working and mutual respect fosters an environment where your contributions are valued, making BDO a truly rewarding place to build your future.
