Role summary

dxw has ambitious plans to grow beyond our core public sector markets and expand our reach across the digital public realm - working with organisations beyond central government that share a public service character. We are looking for a highly motivated, self-starting business development professional to help open up these opportunities and win new business in sectors aligned with dxw’s strengths.

This is a critical role focused on identifying, prospecting, and closing new business in priority sectors where we see strong potential for growth. The ideal candidate will be a true 'hunter' who can combine strategic market research with tenacious, hands-on lead generation and full-cycle sales management to open up new revenue streams for the company. They will build on dxw’s strong reputation in the public sector, our published case studies across sectors including housing, health, charities and education, our employee-owned values, and the clear strategic direction emerging from recent work to identify priority markets. This role will initially report into the CEO before moving into our Client Services team. 

Key responsibilities

New markets and lead generation 

• Target market research: Independently research and analyse priority sectors across the digital public realm to identify viable new clients, with an initial focus on transport and scope to expand into adjacent areas as the strategy evolves.

• Proactive prospecting: Be the primary driver of new business by generating leads in emerging sectors, leveraging dxw's track record and intentional growth strategy, using a variety of outbound methods, including cold calling, direct email outreach, social media engagement and attending industry networking events/conferences.

• Data strategy: Establish and maintain a clean database of new market prospects, tracking all engagement, qualification data, and sales activities.

Sales and relationship management

• Lead qualification: Conduct in-depth needs analysis with new prospects to determine their needs and a strong fit with dxw’s value proposition.

• Presentations, pitches and demos: Create and deliver high quality, tailored sales presentations that clearly articulate dxw’s proposition to new audiences and potential clients.

• Negotiation and closing: Owning the sales cycle from first contact through to close, leveraging support and expert knowledge from the client services and delivery teams on scoping and commercials. 

• Feedback loops: Gather and channel crucial market feedback and customer requirements back to the wider dxw team to help tailor our offer for the new customers and sectors we target. 

Collaboration

• New propositions: Develop pitches for new markets and clients in collaboration with dxw’s technical and delivery experts

• Marketing alignment: Collaborate closely with the Marketing & Comms team to define effective messaging and create content for outreach. Provide input for email campaigns, social media engagement, and marketing materials designed specifically for new target markets and clients.

• Internal communication: Work with team members to ensure a seamless client handover and mobilisation so the delivery team has a clear understanding of the new clients' needs and service requirements.

Required skills 

• Proven experience: 5+ years of demonstrably successful experience in a B2B sales, business development, or lead generation role, with a strong emphasis on opening new accounts in unestablished markets preferably with a background in technology. We expect the successful candidate to bring an established network in one or more relevant sectors.

• Hunter mentality: Exceptional self-motivation, drive and resilience, with a proven track record of opening new opportunities and building pipelines in emerging or less established markets, balanced with the ability and empathy to operate in a collaborative, agile environment.

• Research & strategy: Strong analytical and research capabilities with the ability to build a prospect list and a strategic outreach plan from the ground up.

• Communication: Excellent verbal and written communication, presentation, and negotiation skills.

• Technical proficiency: Demonstrable experience leveraging AI and modern sales tools to enhance prospecting and pipeline management. Familiarity with CRM software (e.g., Salesforce, HubSpot) for pipeline management and reporting, as well as an understanding of sales outreach tools, is expected.

• Adaptability: The capability to work autonomously, adapt quickly to market changes, and articulate value in sectors where dxw is not yet an established player.