The Opportunity
We are partnering with a leading consultancy to appoint a Market Development Director to help shape and grow its presence across Central Government and Defence. This role is about creating demand, opening doors and building meaningful pipelines in complex public sector markets — not managing a large team.
You’ll be trusted to spot where future work will come from, develop relationships early, and turn insight into tangible opportunities. If you enjoy working upstream, influencing strategy and creating momentum long before an RFP appears, this role will play to your strengths.
The Role
This is a senior, market-facing position focused on opportunity origination and pipeline development across Central Government, with a particular emphasis on Defence. You’ll be accountable for developing and progressing a strategic portfolio of opportunities and ultimately delivering against a revenue target.
Key responsibilities include:
* Originating new business opportunities across the UK public sector, with a focus on Central Government departments
* Developing and shaping a forward-looking pipeline at departmental and broader market level
* Building early-stage client engagement and market insight to influence opportunities before formal procurement begins
* Using best-practice sales approaches including account planning, capture planning and opportunity qualification
* Working closely with consulting, delivery and solutions teams to shape compelling propositions
* Playing an active role in shaping and originating work within the Defence market, supporting longer-term public sector growth
* Taking ownership of a revenue target and being accountable for its delivery
* Acting as a credible, trusted presence with senior client stakeholders and internal leadership
While collaboration is essential, this role is less about line management and more about individual impact, strategic thinking and market creation.
About You
You’ll be a confident, credible market development professional with a strong understanding of how public sector buying decisions are made — and how to influence them early.
You’re likely to bring:
* Demonstrable experience originating new business in the public sector
* Evidence of strategic pipeline development within complex public sector markets
* Strong UK public sector experience, with Central Government exposure highly desirable
* An understanding of the differences between private and public sector sales environments
* Existing relationships or meaningful engagement with key Central Government departments such as the Home Office or HMRC
* Confidence using formal sales, account and capture methodologies
* A relationship-led approach, with the credibility to engage senior stakeholders and influence outcomes
Defence Experience
Defence is an important part of the portfolio and will suit someone who enjoys operating in complex, long-cycle environments.
Ideally, you will have:
* A track record of originating and shaping opportunities within the Defence market
* Experience developing and progressing defence-focused public sector pipelines
* Strong planning, qualification and capture skills
* Confidence working across internal teams to shape and position opportunities
* A strategic mindset, balanced with the ability to move opportunities forward pragmatically
Why This Role?
This is a rare opportunity to focus on what many senior sales professionals enjoy most — creating opportunities, influencing markets and shaping future growth — without the distraction of heavy people management.
You’ll have autonomy, visibility and the backing of a respected consultancy, with the space to make a real impact across Central Government and Defence. For someone who enjoys operating ahead of the curve and turning insight into revenue, this role offers both challenge and long-term career value.