Head of Go To Market - Audit

BDO is an accountancy and business advisory firm that supports entrepreneurial organisations across the UK.

Role purpose

The Head of GTM Audit is accountable for shaping and delivering go‑to‑market direction for their deployed area, translating growth priorities into an insight‑led GTM strategy and contracted plan that drives measurable commercial outcomes. They act as a senior business partner to leadership in the area and a leader within the Sales & Marketing community, ensuring work is focused, integrated and prioritised in a demand‑driven 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; escalates 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.

Qualifications

• Significant experience in GTM (Audit) 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).

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