Sales and Business Development Lead in London

Purpose

• Commercial

Engine: Build and drive new business for JCW Guided Solutions consulting and advisory proposition, converting existing relationships and opening new ones across the US and UK.

• Group

Alignment: Operate as part of JCW Group, not independently from it.

Understand what the group stands for, represent it consistently, and find the connective tissue between an established business and a new one.

• Market Intelligence: Bring what you hear in the market back into the business, informing how the offer, messaging and positioning evolves.
• Deepening
• Client

Relationships: Growing our strategic accounts, expanding them beyond a single conversation or placement into broader, enduring partnerships firmly placing JCW group as the trusted advisor.

The Proposition

JCW Guide Solutions is building a consulting and advisory practice at the intersection of workforce strategy, AI and organisational change.

Built on a simple but increasingly urgent belief that most organisations are making technology and transformation decisions without honestly asking whether they have the right people to execute them.

The proposition changes that; bringing together market intelligence, independent challenge and a curated delivery team to help leadership align their people, decisions and technology.

This is not a framework or a report, but rather a different way of working with our clients through consequential change.

The specific shape of engagements will continue to evolve as the practice grows, and the right person for this role will be comfortable selling a proposition that is sharpening in real time, contributing to how it is articulated as much as how it is taken to market.

Position Summary

This role sits within the new business, Guided Solutions, being built inside JCW Group, an established recruitment firm with deep roots in GRC.

JCW Group brings a credible brand, and existing client relationships.

What does not yet exist is the commercial momentum for the new proposition.

Reporting directly into the founder, the person for the role is comfortably with pipeline generation, client engagement and the full sales cycle across the US and UK, with input into commercial direction but with a clear mandate to be out doing the work.

This is a cross-sector role, and our buyers tends to be C-suite and senior leadership in regulated environments.

The sales approach mirrors our delivery style: direct, considered, and worth listening to.

We want someone who has something to say and the confidence to say it, but who also brings the curiosity and empathy to listed and shape what a solution may look like.

This is not a role where experience comes with privileges.

On any given day you might be engaging prospect, presenting to a client, drafting a proposal, or doing the admin that makes both possible.

You will not be doing this alone, but you will need initiative and flex beyond the job spec.

We need someone who takes as much pride in the detail as in the deal.

Key Responsibilities

• Pipeline & Prospecting
• Build and manage a pipeline of new business opportunities across the US and UK, using outreach, networking, events, referrals and existing relationships, whatever mix works.

Own your numbers and be accountable to them.

• Convert existing JCW Group client relationships into buyers of the consulting and advisory proposition, introducing an entirely new conversation, not revisiting what they already buy.
• Identify new prospects across sectors and geographies, prioritise intelligently, and pursue them with consistency.
• Client Engagement & Sales Cycle
• Operate across the full sales cycle: from first contact through qualification, proposal, and close.

The process is not handed off to someone else, you own it, but you will get support where needed.

• Engage credibly with C-suite and senior leadership buyers. Show up with a point of view, add something to the conversation, and build trust over time.
• Write proposals, track the pipeline, and ensure nothing falls through the cracks. Admin and follow-through are part of this role.
• Group Integration & Market Insight
• Work within JCW Group to understand priorities and strategic accounts.

Build relationships internally as well as externally, understand our group’s reputation, and ensure what you are selling is consistent with what it stands for.

• Feed market intelligence back to the founder and wider team. What you hear in client conversations matters and should shape how the offer and positioning evolves.
• Technology, Systems & Process Improvement
• Experiment with AI and automation tools, not just within our immediate sector. You find this exciting and are keen to share your experienced and insights with clients and teams.
• Proactively flag inefficiencies and suggest improvements. If you spot a better way of doing something, say so.
• CRM & Pipeline Discipline.

Maintain a clean, accurate picture of your pipeline at all times.

Log activity, track progress and keep the founder informed without needing to be chased.

In a lean team, visibility is everything.

• Marketing & Market Presence
• Personal brand and through leadership are built over time.

You are comfortable showing up in the market beyond the sales call and find/ build a voice that reflects both your own expertise and what JCW Guided Solutions stands for.

• Linked In & Social

Presence: Maintain an active and considered Linked In presence that reflects the positioning of JCW Guided Solutions.

Share content, engage with relevant conversations and contribute to building the brand in market.

• Ideas and innovations are needed in a market that is noisy and crowded.

You thrive when trying new things and are comfortable moving on when something doesn’t work.

You take feedback from those around you but are ok with giving something a go even when others may doubt you.

• Actively build relationships with adjacent businesses, independents and intermediaries who operate in complementary spaces.

In two markets and across sectors, warm introductions will be as valuable as cold outreach.

• Support the creation of materials that help tell our story; proposals, case studies, capability decks, and any collateral that helps a client understand what we do and why it matters.

You will not be doing this alone, but you will have a view on what is needed and a stake in how it lands.

• Identify and attend the right events, roundtables and forums where your buyers and peers gather and help with the planning and execution of our own internal events in UK and the US.

What We’re Looking For

• A background in consulting, advisory, or professional services sales.
• Experience working within regulated environments (financial services experience is a huge advantage)
• Proven ability to build pipeline independently, without heavy support infrastructure around you.
• Experience engaging C-suite and VP-level stakeholders, you are comfortable in those conversations and know how to add value, not just sell.
• Credible in the US or UK market, with the ability to gain traction in the other.
• Genuine curiosity about the future of work, AI, and how technology is reshaping teams and organisations.

This is not a nice-to-have; it is core to what you will be talking about every day.

• Comfortable with ambiguity. You have worked in environments where not everything is defined and you have thrived rather than stalled.
• A bold voice and a point of view. Our sales engagement mirrors our delivery: direct, considered and worth listening to.
• Strong organisational skills with a natural attention to detail and a genuine commitment to getting things right.
• Confident communicator, written and verbal, comfortable working across all levels.
• Comfortable managing a varied workload across multiple functions and switching priorities at pace.
• An existing network of prospect buyers. We are not expecting a “black book” but we evidence of how you have done this before will set you apart.
• A self-starter with initiative: you look ahead, anticipate needs and take ownership without being chased.
• Career ambition and a genuine desire to grow with the business. This role has real progression potential for someone who steps up.

What matters most is that you can go and find business and that you are energised by doing that in a space that is genuinely evolving.