Market Sales Director

Harvey Nash; Charlotte (NC); On-site; USD 180,000 - 280,000; Full time

Job summary

Harvey Nash is seeking a Market Sales Director to lead a specialized technology market, combining personal sales with recruiting execution and team leadership. You will drive growth, build executive relationships, and shape market strategy while managing P&L and a large hybrid team of sales professionals and consultants.

You will own market development, strategic account expansion, and a data-driven operating rhythm to ensure long-term profitability and success in a competitive technology

Qualifications

• 8+ years in technology staffing, recruitment, or related B2B sales environments.
• 5+ years in business development, strategic account management, or market development roles.
• 3+ years leading revenue-generating teams.
• Proven history of generating revenue through new business development and executive relationships.
• Experience building executive-level relationships with CIOs/CTOs/etc. and senior stakeholders.

Responsibilities

• Own development, execution, and performance of a specialized technology market.
• Build and execute a specialist-led growth strategy across technology practices and verticals.
• Define target accounts, market priorities, and expansion opportunities.
• Lead workforce planning, negotiations, and commercial conversations with clients.
• Generate personal gross profit and revenue as the market's commercial leader.
• Develop and maintain executive-level client relationships and strategic accounts.
• Coach and scale a team of Sales Executives and Specialists.

Skills

Business development

Strategic account management

Sales leadership

Team leadership

P&L management

Executive relationship building

Market development

Job description

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.

• 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.
• 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.
• 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.