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About the Role

The Head of New Business leads the New Business sub-capability, accountable for increasing new client acquisition by building a professional, repeatable approach to identifying, targeting and converting new organisations and individuals within our “sweet spot”. This Wider Leadership role is responsible for methodology, service standards, performance management and skills development, leading a team that generates qualified meetings through proactive origination and progresses sales-qualified leads (SQLs) generated by marketing campaigns.

Responsibilities

Own and continuously improve the New Business methodology covering targeting, outreach, qualification, SQL follow-up, progression, handoff and feedback loops.
Maintain a clear “how to engage” service guide including inputs, outputs, timelines, definitions of done and quality standards.
Establish briefing standards for requests into New Business.
Run practical learning loops to improve standards, scripts and tools.
Partner with GTM and Sales leadership to define target priorities and focus areas.
Ensure targeting is grounded in buyer needs and issue-led opportunities.
Lead delivery of proactive origination and meeting generation with clear standards and measurable outcomes.
Define and govern how the team receives, qualifies and progresses sales-qualified leads (SQLs) from marketing campaigns.
Partner with Markets Activation and Content to ensure propositions and proof points are buyer-led, issue-based and solution-oriented.
Work with Campaigns and Digital to align targeting, nurture and lead handoff processes.
Ensure insight from outreach and SQL progression feeds back into proposition refinement and GTM/campaign planning.
Establish clean handoffs into Partners/Account teams with minimum packs and acceptance criteria.
Ensure accurate campaign attribution and source discipline in CRM.
Partner with Operations/CRM and Digital to operationalise new business activity through tools and automation.
Build awareness and adoption of available tools for fee earners.
Define and track KPIs for New Business performance.
Lead and develop the New Business team: recruitment input, onboarding, coaching, performance management and progression.

Requirements

Significant experience in new business sales/origination in complex B2B environments (professional services preferred).
Proven ability to build repeatable approaches and improve conversion through disciplined execution and coaching.
Strong buyer-led, issue-based and solution selling capability and confidence embedding sales methodology adoption.
Strong performance mindset: comfortable defining measures, using insight and driving interventions.
Strong stakeholder influence skills; able to contract priorities and manage trade-offs.
Proven people leadership and capability-building experience.
Experience operationalising activity through tools/automation and building adoption across stakeholders is beneficial.

Skills

Sales methodology adoption
Performance management
Stakeholder influence
People leadership
Capability building
Tool/automation operationalization
Buyer-led selling
Issue-based selling
Solution selling

About the Company

BDO is an accountancy and business advisory firm, providing advice and solutions to entrepreneurial organisations.
We work with ambitious, entrepreneurially-spirited, and high-growth businesses that fuel the UK economy.
Our Sales and Marketing team is being reshaped to support BDO’s growth ambitions, building a high-performing function that is technically skilled, reliable in delivery, and outcome-led.
We offer diverse roles and opportunities within a supportive and empowering environment.
We encourage thinking beyond activity, bringing fresh ideas to shape campaigns, insights, and engagement.
We deepen understanding of sectors and add value through close collaboration with internal clients.
We foster skill growth through working with people who care about doing the right thing and doing it well.
Leading organisations trust us due to the quality of our advice, which stems from a thorough understanding of their business and long-lasting relationships.
We encourage pro-active work, task management, collaboration, and communication with senior leadership.
We encourage identifying opportunities for enhancing delivery and providing additional services.
Mutual support and respect are core values, fostering a distinctive, people-centred culture.
We offer informal success conversations, formal mentoring, and coaching to support career development.
Our agile working framework helps teams stay connected, share ideas, and help one another.
We provide access to people and resources needed to do your best work.
We invest in state-of-the-art collaboration spaces.
We encourage building networks, working alongside others, and sharing skills and experiences.
We offer multidisciplinary events and dedicated resources for continuous learning.
We help entrepreneurial businesses succeed, fuelling the UK economy.
Our success is powered by our people, and we invest in them.
We have a clear purpose and are confident in our future, adapting and evolving to build on our strengths.
We combine global reach, integrity, and expertise.
We shape the future together with openness and clarity, empowering people to think creatively.