Head of Go To Market

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.

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, yet personal enough to ensure you’re supported and empowered from day one.

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.

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.

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.

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; elevate 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. Mutual support and respect is one of BDO’s core values and we’re proud of our distinctive, people-centred culture.

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.

We’re looking forward to the future at BDO, helping 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.