Head of Future Workspaces

Location: UK / London-led, with national reach

Department: Future Workspaces, Harrow Green

Role type: Full-time

Reports to: Sales Director / SLT

About the role

Harrow Green's Future Workspaces team helps organisations make smarter decisions about their workplaces, assets and estates. As organisations respond to estate pressure, hybrid working, changing occupancy patterns, underused assets, cost optimisation demands and increasing expectations around sustainability, many are looking for better visibility, better choices and better outcomes across their workplace environments. Future Workspaces brings together workplace insight, asset intelligence, occupancy and usage data, refurbishment, remanufacturing, reuse, resale, donation and recycling to help clients optimise space, reduce cost, recover value from assets, improve operational efficiency and support ESG goals.

We are looking for an entrepreneurial and commercially minded leader to own the growth, profitability and continued evolution of Future Workspaces. This is not a traditional account management role, nor is it simply a sales position. The role sits at the intersection of strategy, innovation, technology, commercial development and service delivery, helping to turn Future Workspaces into a scalable, data-enabled workplace solutions business. The successful candidate will be both visionary and practical. They will be able to see where the market is moving, shape the systems, services and commercial models required to respond, and then translate that ambition into executable plans. They will sit between strategy and execution: developing the proposition, building the structures behind it, leading go-to-market activity, opening senior client conversations and ensuring that opportunities can be delivered profitably and repeatedly.

Key responsibilities

• You will lead the development and commercial growth of Future Workspaces as a distinct service proposition within Harrow Green, with accountability for revenue growth, margin quality, profitability and long-term value creation.
• You will help define the Future Workspaces roadmap, shaping how the service evolves across asset intelligence, workplace insight, occupancy data, ESG reporting, reuse, resale, refurbishment, remanufacturing, smart monitoring and wider lifecycle workplace solutions.
• You will act as the bridge between strategic ambition and operational execution, ensuring the proposition has the systems, processes, governance, commercial models and delivery frameworks required to scale successfully.
• You will identify and win new business across corporate occupiers, landlords, public sector organisations, universities, healthcare, life sciences, professional services and other organisations managing complex workplace estates.
• You will maintain direct involvement in business development and strategic account activity, using customer conversations to identify new use cases, shape solution design, test market appetite and influence the future direction of the proposition.
• You will sell consultatively to multiple stakeholders, including Facilities, Workplace, Real Estate, Procurement, Sustainability, Finance, HR and senior leadership teams.
• The role will involve uncovering client needs around estate optimisation, space utilisation, hybrid working, underused assets, asset visibility, cost reduction, workplace change, carbon reduction, furniture reuse and end-of-life asset decisions.
• You will build and manage a qualified pipeline, lead discovery meetings, create tailored proposals, coordinate with internal workplace, operational, technology and sustainability specialists, and progress opportunities from first conversation through to close.
• You will develop Future Workspaces' go-to-market positioning, helping to define target sectors, priority accounts, routes to market, sales messaging, customer entry points and strategic partnerships.
• You will work with colleagues to develop the systems and technologies that sit behind the proposition, including asset data, customer dashboards, reporting tools, digital workflows, marketplace functionality, AI-enabled planning, occupancy intelligence and other platform-based capabilities.
• You will shape how Future Workspaces is packaged, priced and delivered, ensuring that services are commercially viable, operationally deliverable and clearly differentiated in the market.
• You will work closely with Harrow Green's wider relocation, project management, storage, IT move, sustainability and operational teams to identify cross-sell opportunities from the existing client base.

What we are looking for

The successful candidate will be a commercially sharp, solution-led business builder with experience developing complex services, consultative propositions, technology-enabled solutions or operationally led commercial models. They do not need to come from the removals, furniture or workplace industry, but they must be able to understand client problems quickly and translate them into clear commercial, operational and sustainability outcomes. They will be confident operating with senior stakeholders, comfortable with longer and more consultative sales cycles, and able to create demand for a proposition that may be new to some clients. They should be credible, resilient, curious and capable of building trust with both clients and internal delivery teams. They will be able to perform strategic business development and account-led activity while also shaping the wider service model behind the scenes. This means being equally comfortable in a boardroom conversation, a proposition design session, a commercial review, a technology discussion and an operational delivery meeting. This person will need to be comfortable working with an evolving offer. Future Workspaces is a developing proposition with significant potential, and the successful candidate will help shape how opportunities are identified, framed, converted and delivered. They will be able to sell what exists today while also spotting where the proposition can go next.

Ideal experience

• Experience in any of the following would be valuable: workplace, facilities management, real estate, sustainability, SaaS or data-led platforms, consultancy, professional services, managed services, circular economy, furniture, design and build, relocation, logistics, business transformation, technology-enabled services or product development.
• More important than sector background is the ability to build solutions that combine people, data, assets, operations, technology and measurable business value.
• Strategic business development and consultative sales
• Key account development and senior stakeholder engagement
• P&L ownership or commercial performance management
• Go-to-market planning and market positioning
• Platform, dashboard or data-led solution development
• Operating model design and process development
• ESG, circular economy or asset lifecycle solutions
• Cross-functional leadership across sales, operations, technology and delivery

Success in this role looks like

Success will be measured by the growth, profitability and strategic maturity of the Future Workspaces proposition. This includes new revenue, qualified pipeline growth, conversion rate, strategic account development, cross-selling into Harrow Green clients, and the ability to position Future Workspaces as a credible, differentiated solution for organisations seeking to optimise estates, improve asset visibility, reduce cost, support workplace change, recover value from assets, reduce waste and meet sustainability goals. Success will also be measured by the candidate’s ability to turn Future Workspaces from a developing proposition into a scalable business line. This means building repeatable service models, improving margin quality, developing the supporting systems and technologies, creating clear go-to-market positioning, and ensuring the proposition can be delivered consistently and profitably. The successful person will help Harrow Green open more senior, commercially focused conversations around workplace and estate challenges, while positioning sustainability as part of a wider value story that includes operational efficiency, cost optimisation, risk reduction, asset recovery, data-led decision making and long-term workplace resilience. They will create stronger links between strategy and execution, ensuring Future Workspaces is not just a concept, campaign or bundle of services, but a clearly owned, commercially viable and operationally deliverable growth platform for Harrow Green.