Ref FNDevOps
Business Development Operations Executive.
- £60,000
RevOps exists in consulting. Most firms just haven't built it properly yet.
Our client is a 40-person award-winning data strategy consultancy doing genuinely differentiated work — helping boards and senior leadership teams in complex organisations quantify the financial value of their data. They work across Government, Energy, Water, Infrastructure, Defence, and Transport.
As they scale their commercial function, they are creating a dedicated BD Operations Executive — the first hire of its kind in the business. This person will own the commercial growth engine: the infrastructure, data, and processes that sit between marketing activity and signed contracts.
This is not a practice operations or resource management role. This is not about allocating consultants or managing bench time. This is about what happens before the contract is signed — and making sure the right opportunities are being pursued, tracked, and converted.
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The brief
- Own and maintain the CRM — pipeline hygiene, opportunity tracking, accurate stage progression, and data quality across all active and target accounts
- Build pipeline forecasting models and produce regular commercial performance reporting for senior leadership
- Track proposal win/loss ratios and help identify patterns that improve pursuit decisions
- Support the BD function with briefing packs, intelligence summaries, pursuit documentation, and proposal inputs
- Build the infrastructure to track how thought leadership, events, and outreach convert into qualified pipeline
- Identify cross-selling and account growth opportunities by analysing existing client data across service lines
- Design and own the process handoff between the commercial function and the delivery team when new work is won
- Manage CRM adoption and discipline across senior stakeholders — including partners and directors who are client-facing and time-pressured
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Who will land this
You have worked in a BD operations, commercial operations, or revenue operations capacity — and crucially, you understand the difference between professional services selling and SaaS. You know that in a consulting environment, relationships drive pipeline, partners resist rigid processes, and a won deal is the beginning of the engagement rather than the end of the journey.
You will bring:
- CRM ownership experience — ideally Salesforce or HubSpot — and a track record of improving pipeline discipline in an environment where not everyone wants to use it
- Strong analytical skills — you can build a forecast model, track a win/loss ratio, and turn pipeline data into a useful story for leadership
- Clear written communication — briefing packs, proposal inputs, and executive summaries to a high standard
- An understanding of how professional services firms sell — project lifecycles, fixed fees, partnership structures, and long-cycle relationship-based buying
- The interpersonal skills to influence senior, busy stakeholders without authority
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Why it's worth a conversation
- A genuinely greenfield opportunity — you will build this function, not inherit it
- Direct exposure to the CEO and CGO from day one
- Clear development path as the commercial function scales
- Hybrid working — approximately 3 days per week in London SE1
- Private health, enhanced mental health support, and generous family policies
Nicholson Glover is a specialist recruitment consultancy founded in 2002. We focus exclusively on four disciplines: Customer Research & Insight, Strategy & Innovation, Data, Analytics & AI, and Product & Technology — placing mid-to-senior professionals with agencies, consultancies, corporate teams, and venture-backed businesses.
