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.

Compensation

The base salary range for this position is CAD $100,000-115,000 annually, plus eligibility for commission and bonus compensation. Actual base salary will be determined based on experience, qualifications, skills, and market considerations.

This posting is for an existing vacancy.

Harvey Nash uses artificial intelligence tools to support the screening, assessment, or selection of applicants for this position.

Harvey Nash is committed to providing an inclusive and accessible recruitment experience. Accommodations are available throughout the recruitment process upon request.