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About the Role
The Head of Business Development Enablement leads a specialist team to translate growth priorities into practical business development activities that improve pipeline and conversion. This role supports partners and fee-earning teams in executing business development consistently by aligning market priorities, value propositions, and insights into repeatable routines, clear actions, and effective follow-through, adhering to the firm’s sales methodology. It is a sub-capability leadership role responsible for setting business development standards, tools, and ways of working, and for upskilling the business. The role collaborates across Sales, Marketing, GTM, and Operations to ensure enablement is targeted, measurable, and continuously improved, supporting the firm’s Target and Priority Client programmes.
Responsibilities
- Translate agreed growth and market priorities into business development plans (objectives, actions, cadence and measures).
- Build shared agreement with stakeholders on what will be enabled, by whom, and what success looks like, including actions required from the business.
- Define priority audiences and buyer types and ensure plans are designed around buyer needs and decision dynamics.
- Ensure plans support the firm’s Target and Priority Client programmes where relevant and align to the wider portfolio and capacity assumptions.
- Work with relevant owners to ensure proposition tools are current for priority themes (narrative, proof points, buyer relevance).
- Own the development and upkeep of business development tools (routines, talk tracks, actions, recording guidance).
- Partner with GTM Business Partners to ensure enablement aligns to contracted priorities and briefs are decision-ready.
- Partner with Marketing (campaigns, digital, content) to align messaging, timing and assets to enablement plans.
- Convene the right stakeholders to align on buyer problems, proof points and “how we win”.
- Own and continuously improve the business development methodology (routines, enablement formats, templates and guidance).
- Define and track measures for enablement effectiveness, linking activity to pipeline outcomes where possible.
- Provide inputs to monthly performance reporting with recommended interventions.
- Lead and develop the Business Development Enablement team.
- Create a high-performance culture with clear expectations, feedback loops and learning routines.
Requirements
- Strong stakeholder influence and ability to mobilise partners and fee-earning teams.
- Experience across the end-to-end sales cycle with strong commercial judgement.
- Deep knowledge of sales methodologies and experience driving adoption through tools, routines and coaching.
- Strong facilitation and enablement delivery skills.
Skills
- Business development
- Sales methodology
- Stakeholder influence
- Commercial judgement
- Facilitation
- Enablement delivery
- Team leadership
- Performance reporting
- GTM strategy
- Marketing alignment
- Content development
Benefits
- Career development programmes, resources, and frameworks
- Mutual support and respect
- Agile working framework
- Access to people and resources needed to do your best work
- State-of-the-art collaboration spaces
- Opportunities to build networks, work alongside others, and share skills and experiences
- Multidisciplinary events
- Dedicated learning resources
About the Company
- BDO is an accountancy and business advisory firm providing advice and solutions to entrepreneurial organizations.
- We work with ambitious, entrepreneurially-spirited, and high-growth businesses that fuel the UK economy.
- We directly advise the owners and management teams of these businesses.
- Our success is powered by our people, and we invest in them.
- We help entrepreneurial businesses succeed, fueling the UK economy.
- We are adapting and evolving to build on our strengths, ensuring we continue to find the right combination of global reach, integrity, and expertise.
- We shape the future together with openness and clarity, empowering people to think creatively.