Market Sales Director

Harvey Nash is seeking a Market Sales Director to build, lead, and scale a specialized technology market. This role is designed for a commercially driven, producing 360 leader who can combine personal sales and recruiting execution with team leadership, market strategy, account development, and P&L accountability.

The Market Sales Director will be responsible for developing a specialist-led market strategy, building executive client relationships, growing specialized talent communities, and leading a team of 180° Sales Executives focused on client development and new business generation, alongside 360° Specialist Consultants responsible for both client and candidate development.

This individual will play a critical role in driving new business, creating opportunities through candidate-led business development, expanding strategic accounts, and building a profitable market over time.

The ideal candidate brings strong technology staffing, recruiting, or talent solutions experience, a proven track record of new business development, and the ability to coach and scale a high-performing specialist team. This role requires a leader who operates with ownership, uses data to drive accountability, understands market economics, and can connect day-to-day activity to long-term commercial growth.

Market Leadership & Strategy

• Own the development, execution, and performance of a specialized technology market.

• Build and execute a specialist-led growth strategy aligned to defined technology practices and industry verticals.

• Develop deep expertise in the technologies, talent landscape, hiring trends, and competitive dynamics impacting the market.

• Define target accounts, market priorities, growth opportunities, and expansion strategies.

• Continuously identify emerging technologies, market shifts, and talent trends that can create future opportunities.

• Build sustainable market advantage through specialization, relationships, and market intelligence.

• Create a scalable business capable of delivering long-term growth and profitability.

Sales Leadership & Business Development

• Serve as the senior commercial leader of the market with direct responsibility for revenue growth and market expansion.

• Develop and maintain executive-level relationships with technology leaders, hiring managers, and business decision-makers.

• Conduct executive client meetings to uncover technology initiatives, workforce challenges, and growth opportunities.

• Drive strategic account penetration across priority target accounts.

• Create new business opportunities through market expertise, executive networking, referrals, talent community relationships, and candidate-led business development.

• Build and maintain a robust pipeline of opportunities capable of supporting short-term production goals and long-term market growth.

• Expand existing client relationships by identifying opportunities across additional business units, technology functions, and workforce solutions.

• Partner with consultants on key pursuits, helping accelerate access to decision-makers and increase opportunity creation.

• Lead workforce planning, solution discussions, presentations, negotiations, and commercial conversations with new and existing clients.

• Generate personal gross profit and revenue while serving as the commercial leader of the market.

• Lead from the front by demonstrating the sales activity, commercial discipline, and business development behaviors expected throughout the organization.

Strategic Account Management

• Maintain ownership of the market's highest-priority strategic accounts.

• Develop, execute, and regularly review strategic account plans across target accounts.

• Build stakeholder maps and relationship strategies that improve account penetration and opportunity creation.

• Develop long-term plans focused on increasing wallet share, strengthening partnerships, and expanding Harvey Nash's presence within target organizations.

• Establish executive sponsorship and engagement plans throughout key client organizations.

• Maintain a deep understanding of client priorities, technology initiatives, hiring strategies, and future workforce needs.

Team Leadership & Specialist Capability Development

• Build, coach, and develop a team of 180 Sales Executives and 360 Specialist Consultants.

• Create a culture of ownership, accountability, execution, and commercial discipline.

• Develop specialist expertise across assigned technology domains and industry verticals.

• Recruit and develop high-performing consultants capable of owning and growing specialist markets.

• Conduct regular coaching sessions, performance reviews, pipeline reviews, and development planning discussions.

• Build leadership succession and future management capability as the market scales.

• Ensure individuals understand both the client and candidate sides of their specialization.

• Hold team members accountable for both activity execution and commercial outcomes.

Financial & Commercial Ownership

• Own full market P&L performance and profitability.

• Develop annual, quarterly, and monthly plans aligned to revenue, gross profit, margin, and growth objectives.

• Establish clear performance expectations for production, contribution, profitability, and market growth.

• Forecast revenue, gross profit, placements, and market performance with accuracy.

• Evaluate investment decisions, hiring plans, and resource allocation based on market opportunity and financial performance.

• Monitor productivity, profitability, and performance across the market.

• Drive accountability through data, financial analysis, forecasting, and operational discipline.

• Ensure market activity translates into measurable commercial outcomes and long-term profitability.

Performance Management & Operational Excellence

• Establish a data-driven operating rhythm across the market.

• Review business development, recruiting, financial, and operational KPIs regularly.

• Connect activity metrics to opportunities, placements, gross profit, and profitability.

• Use data to identify opportunities, coach performance, and improve execution.

• Ensure CRM, reporting, forecasting, and pipeline data remain accurate and actionable.

• Recognize high performance and address underperformance quickly and effectively.

• Drive consistency, accountability, and operational excellence throughout the market.

What We're Looking For

Experience

• 8 years of experience within technology staffing, recruitment, workforce solutions, consulting services, or consultative B2B sales environments.

• 5 years of experience in business development, strategic account management, sales leadership, or market development roles.

• 3 years of leadership experience managing revenue-generating teams.

• Proven success building and growing markets, territories, business units, practice areas, or strategic client portfolios.

• Demonstrated history of personally generating revenue through new business development, strategic account expansion, and executive relationship management.

• Proven experience developing executive-level relationships with CIOs, CTOs, CDOs, technology executives, hiring leaders, procurement leaders, and senior business stakeholders.

• Track record of consistently achieving revenue, gross profit, growth, and profitability objectives.

• Experience developing and executing market growth strategies and strategic account plans.

Skills & Competencies

• Strong business development, consultative selling, negotiation, and relationship-building capabilities.

• Strong financial acumen with an understanding of revenue, gross profit, margin, contribution, and profitability metrics.

• Ability to lead through influence, coaching, and accountability.

• Excellent strategic planning, forecasting, and pipeline management capabilities.

• Deep understanding of technology talent markets and workforce trends.

• Strong executive presence and client-facing communication skills.

• Entrepreneurial mindset with the ability to build and scale a market from the ground up.

• Data-driven approach to decision-making, performance management, and business growth.