• 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

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

• 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.