People Untapped is a fast-growing, people-first Learning & Development consultancy based in the UK and operating globally. Since launching in 2011, we have partnered with organisations to design and deliver high-impact learning experiences that unlock potential and drive meaningful change. We combine behavioural science, practical tools, and human-centred design to create learning that sticks. Our work spans leadership development, executive coaching, team facilitation, and organisational consultancy. We work with a diverse portfolio of clients – from global corporate organisations to smaller businesses and start-ups – across a wide range of industries. Behind the scenes, our formidable Operations team ensures everything runs seamlessly. Alongside our senior leadership team, we collaborate with a global network of expert freelance Associates who deliver our extensive range of programmes and services.
Role Purpose:
This role is responsible for converting qualified opportunities into long-term client partnerships, combining commercial growth, stakeholder engagement, and customer experience.
You will be responsible for converting qualified opportunities into revenue through consultative sales conversations, leading proposals, bids and commercial negotiations, and driving overall pipeline progression and win rates.
You will ensure a consistently high-quality client experience, strong retention, and ongoing account growth opportunities.
A core part of the role is disciplined CRM ownership, ensuring pipeline visibility, accurate forecasting, and robust commercial data quality.
You will partner closely with the Marketing Lead, who generates demand and early-stage pipeline, and with the Client & Commercial Director and Leadership Team, who set overall commercial strategy and growth priorities.
This is a pivotal role in a scaling consultancy, requiring a balance of commercial drive, relationship depth, and operational rigour to convert demand into sustainable revenue growth.
Key responsibilities
1. Business Development & Pipeline Growth
- Originate, develop and convert new business opportunities across target sectors
- Lead consultative sales conversations focused on client challenges, outcomes and value creation
- Build and maintain a robust, qualified pipeline to support revenue targets and forecasting accuracy
- Engage senior stakeholders (HR, L&D, People Directors and C-suite) to shape opportunities and progress deals
- Monitor procurement platforms and tender opportunities, assessing fit and leading responses where appropriate
2. Proposal & Bid Development
- Lead the development of compelling, commercially robust proposals and RFP responses
- Own end-to-end bid strategy for smaller opportunities and partner with Directors on larger or strategic pursuits
- Translate client needs into clear, differentiated solutions and pricing approaches · Coordinate cross-functional input to ensure high-quality, timely submissions
- Ensure smooth handover from sales into delivery, setting up strong client relationships from the outset 3. CRM, Pipeline Management & Sales Operations · Own CRM strategy, governance and day-to-day optimisation
- Define and maintain pipeline stages, qualification criteria and forecasting standards
- Ensure high-quality data integrity across leads, opportunities, client interactions and revenue tracking · Drive consistent follow-up discipline across all commercial activity (events, outreach, inbound leads)
- Produce clear, actionable reporting on pipeline health, conversion rates and revenue forecasting · Implement best practices for sales processes and data hygiene
4. Customer Success & Account Growth
- Act as a key point of contact across the client lifecycle (from sale through delivery handover and beyond)
- Lead ongoing client conversations to strengthen relationships, identify needs and unlock repeat business opportunities
- Ensure a consistently high-quality client experience across all touchpoints
- Identify and convert opportunities for account growth, expansion and long-term partnership value
- Capture structured client feedback and insights to inform service and proposition development
5. Relationship Excellence & Commercial Standards
- Define and embed consistent best practice for client engagement and relationship management
- Support the wider team in maintaining consistent client communication standards
- Contribute to shaping People Untapped’s overall client experience and commercial proposition
Success snapshot:
- Consistently healthy, qualified and well-forecasted pipeline
- Strong conversion rates from opportunity to win
- Revenue growth from both new business and account expansion
- High levels of repeat business and client retention in long-term partnerships
- Strong CRM adoption and data accuracy across the whole of People Untapped
What we are looking for:
Experience:
- Strong experience in business development, client partnerships, or account management
- Experience in a consultative B2B environment (ideally L&D, consultancy, or professional services)
- Proven track record of winning new business and managing client relationships
- Proven experience leading or contributing to proposals, bids, and RFP responses across private and/or public sector clients
Skills & expertise:
- Strong consultative selling skills (active listening, advanced questioning, solution framing)
- Excellent written communication – with the ability to translate client needs into compelling, commercially strong proposals
- Experience using and managing CRM systems (e.g. Folk or similar)
- Strong organisational skills with ability to manage multiple opportunities simultaneously
- Confident engaging and influencing senior stakeholders, including HR, L&D, and C-suite decision-makers Mindset & behaviours:
- Commercially driven and relationship-first in approach
- Self-directed and comfortable operating with autonomy and ambiguity
- Detail-oriented with strong follow-through from initial conversation through to close and delivery handover
- Thrives in fast-moving, evolving environments where structure is still being built
- Pragmatic and solutions-focused, with a bias toward action and creative problem-solving
- Collaborative in approach, contributing to shared success while taking clear ownership of outcomes
- Values-led, with a strong alignment to purpose-driven, people-focused consultancy work
Desirable:
- Experience of consultative selling and driving growth in an L&D, training, or people consultancy environment
- Familiarity with public sector procurement / bid portals
- Experience setting up or scaling a CRM system and driving the associated behaviours to maximise impact
- Exposure to marketing-led growth environments (events, content, brand-driven pipeline generation)
Employee Owned:
People Untapped is proud to be an Employee-Owned business. A bit like the John Lewis Partnership, this means that all our employees have a stake in the business. The transition to employee ownership started in 2022 and will continue to evolve in the coming years. We aim for everyone to adopt an ownership mindset and to share in the growth of the business in the long term.
At present, (subject to business performance), this means that we are able to pay tax-free bonuses to all employees at quarterly intervals (after minimum of 3 months service).
Terms:
- Permanent contract
- Hours spread over 3-4 days per week – variable and flexible hours which may include very occasional evening/weekend working (e.g., if we have a client or partnership event)
- Location – Work from home, with occasional meetings in Esher, Surrey, or London
- Laptop, screen, and IT equipment provided
- ca. £50,000-55,000 FTE depending on experience, plus pension contributions and pro-rata holiday entitlement
Other benefits include:
- Medicash – cash health benefit
- Mintago membership – salary sacrifice benefits (childcare, bike, electric vehicle) and independent financial advice
- Life Assurance · Company contribution to NEST pension plan (via salary sacrifice)
- 20 hours development time per year
- 5.8 weeks holiday (including public holidays)
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