Director of Markets (Head of Sales and Marketing)
Who We Are
We are a Business Transformation Consultancy, passionate about supporting our clients with their transformation challenges and optimising how they work through the effective use of technology. Our goal is to help our clients realise true value from their investment.
We are growing quickly but continue to set the bar high and are looking to develop our early-stage talent for Technology and Digital Consultants who share our values and approach and bring subject matter expertise, passion and a desire to do the right thing for clients. We offer our people the opportunity to develop their careers and act as a trusted advisor to a range of impressive clients, working on complex and varied digital and technology engagements and making a real difference to the companies we support.
As an Employee-Owned Trust (EOT), our people are at the heart of everything we do. Everyone has a stake in our success, a voice in how we operate, and a shared responsibility to act with integrity, ambition and care for our clients and each other.
Role Purpose:
The Director of Markets is a senior leadership role responsible for driving sustainable growth for Lean Tree by balancing strong sales leadership with stewardship of the company’s Sales & Marketing practices and the ongoing development of its services.
Operating as a key member of the senior leadership team within the Entrepreneurial Operating System (EOS), the Director of Markets works closely with the Visionary (CEO) and Integrator (MD) to translate the company’s vision and strategic objectives into clear, compelling market propositions and consistent revenue growth.
The role owns the end-to-end go-to-market approach for Lean Tree. This includes leading sales performance and client acquisition, ensuring Sales & Marketing operate as high-performing, scalable practices, and shaping the evolution of Lean Tree’s service offerings in line with market demand, client needs, and emerging opportunities.
Working in close partnership with Heads of Practice, delivery teams, and marketing, the Director of Markets ensures that Lean Tree’s services are clearly positioned, commercially viable, and effectively taken to market. They play a critical role in refining offerings, identifying new revenue streams, and ensuring that Lean Tree remains relevant, differentiated, and credible within the digital transformation consulting landscape.
The Director of Markets builds strong, long-term client relationships, leads a consultative sales approach, and positions Lean Tree as a trusted advisor to senior stakeholders. At the same time, they provide leadership, structure, and direction across Sales & Marketing, embedding consistent ways of working, performance management, and continuous improvement. This role requires a blend of strategic thinking and hands-on execution, combining commercial acumen, market insight, and people leadership, while consistently role modelling Lean Tree’s values of Drive, Teamwork, Commitment, Adaptability, and
Integrity.
Key Responsibilities:
Leadership & Team Alignment
* Own combined P&L across Practice functions, managing performance of the Practice Leadership and teams to agreed KPIs and targets.
* Develop and deliver the sales and marketing strategy aligned with the company’s business objectives.
* Act as a thought leader, shaping the company’s digital transformation services and offerings.
* Ensure the company remains relevant in emerging trends, technologies, and industry disruptions.
* Guide market positioning, offering innovation, and investment decisions to drive growth.
* Collaborate with the senior leadership team to define revenue goals, market penetration, and investment strategies.
Business Execution & Performance
* Set and agree on revenue targets and market expansion plans with the MD.
* Ensure market strategies drive measurable revenue growth and increased profitability.
* Monitor sales performance, conversion rates, and deal pipelines, identifying areas for improvement.
* Develop pricing models, deal structures, and value-based offerings with Heads of Practice to create commercially attractive solutions.
Business Development & Client Relevance
* Lead all pre-sales activities, collaborating with practice leadership, and take ownership of proposals and RFP responses.
* Build and nurture relationships with C-suite executives, IT leaders, and transformation decision-makers.
* Lead a consultative selling approach, identifying client challenges and aligning them with company solutions.
* Support partners and sales teams in cross-selling and upselling digital transformation services.
* Establish strategic alliances with technology providers (AWS, Microsoft, Google Cloud, etc.).
* Represent Lean Tree at events and with industry bodies.
Market & Growth Strategy
* Execute and refine the GTM strategy to expand the company’s digital transformation footprint.
* Identify and capitalise on emerging industry trends and client demands.
* Define sector-specific strategies for key industries (finance, retail, manufacturing, consumer goods, public sector).
* Conduct market research, competitor analysis, and opportunity mapping.
* Develop a marketing plan with Heads of Practice and partners, ensuring alignment with GTM activities.
Culture & Values Alignment
* Uphold and embed company values (Drive, Teamwork, Commitment, Adaptability, Integrity).
* Foster a high-trust, high-performance sales culture that encourages accountability and collaboration.
Behaviours & Capabilities
Leadership & Execution
* Proven ability to lead cross-functional teams across sales, marketing, and consulting.
* Experience in developing, mentoring, and inspiring high-performing teams.
* Strong skills in performance management and strategic execution.
Communication & Influence
* Expertise in high-stakes negotiations, consultative selling, and long-term partnerships.
* Ability to communicate complex ideas persuasively to C-suite executives.
* Strong stakeholder management across internal teams, clients, and partners.
Growth & Business Development
* Proactive, opportunity-driven mindset – continuously identifies new revenue streams.
* Strong revenue focus, ensuring sales targets, profitability, and growth.
* Resilient and adaptable, overcoming setbacks and driving continuous improvement.
* Champions a high-performance sales culture, rewarding innovation and success.
Experience
Essential:
* Proven track record in sales leadership within digital consulting or professional services.
* Strong commercial acumen, including sales forecasting, financial planning, and business growth strategies.
* Exceptional leadership and team-building experience with a focus on client engagement and consultative selling.
* Strong analytical and decision-making skills, using a data-driven approach.
* Hands-on experience in GTM strategy execution, marketing plans, and thought leadership.
* Established network of relevant relationships with a clear plan to utilise this for sales growth and new client acquisition.
* Proven ability to negotiate and deliver commercially successful partnerships and returns.
Desirable:
* Experience working in an Entrepreneurial Operating System (EOS) or similar structured business system.
* Background in Business Transformation, Change Management, or Strategy Consulting.
* Understanding of digital transformation and emerging technologies in consulting.
* Experience in leading organisations through growth phases (scale-up, M&A, or expansion).
Values Alignment
The successful candidate must consistently demonstrate behaviours that align with the company's core values:
Drive: Takes ownership, delivers results, and thrives in a fast-paced, ambitious environment.
Teamwork: Works collaboratively, builds trust, and fosters an inclusive, high performance culture.
Commitment: Dedicated to the business vision, takes responsibility, and sees challenges through to completion and on time.
Adaptability: Navigates uncertainty, embraces change, and continuously seeks improvement.
Integrity: Acts with honesty, transparency, and ethical responsibility in all decisions.
Reporting & Key Relationships
* Reports to: MD (Integrator)
* Direct Reports: Digital Design Coordinator, Heads of Practice
* Key Internal Stakeholders: All teams across the organisation
* External Stakeholders: Clients, Partners, Vendors
What Success Looks Like
* The company exceeds sales targets (margin, account growth, and revenue expansion).
* The Director of Markets is recognised as the client and business development lead, driving sales and GTM activities.
* Business growth is scalable, with strong financial and operational oversight.
* Client relationships are strong, ensuring high demand and market relevance.
* A thriving company culture with high engagement, accountability, and
* performance.
Benefits:
* 25 days holiday allowance (plus bank holidays).
* Enhanced Employer Pension Contribution.
* Enhanced Bonus Scheme linked to company performance.
* Private Health Insurance.
* Life Insurance.
* Structured training and development pathway.
* EV Car Scheme.
* Opportunity to grow within an employee-owned business, sharing in long-term success.