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Fractional Business Development Director

Role specification:

About HEX

HEX is a people performance partnership founded by Tom Emery, specialising in leadership development, executive and team coaching, and high-performance cultures. We partner with CEOs, CPOs, and other C-suite and senior leaders across a broad range of sectors, with clients including Fletchers, Aldermore, Vitality, PepsiCo, Rothschild, Brooks Macdonald, LGT, M&G Wealth, HW Kaufman, and LHV Bank.

HEX is entering a deliberate growth phase. The business is stable and well regarded, with a strong associate bench and a clear portfolio of offerings. Our biggest constraint on growth is demand: we need to open more new senior client relationships. To date that has depended almost entirely on the founder’s time and network. This role is being created to change that.

About the role

We are seeking a Fractional Business Development Director to enable and accelerate HEX’s commercial growth. This is the firm’s first dedicated senior sales hire, and the primary lever for the next stage of the business. The core objective is to build a BD engine that opens and develops new relationships independent of the founder.

Our ambition is to grow our number of ‘anchor’ clients (each worth at least £100k a year), alongside a growing base of smaller partnerships.

Key responsibilities

Drive the BD engine

Build and run a repeatable business development engine that opens and develops relationships without just relying on the founder’s personal network.
Take on day-to-day customer relationship management, freeing the founder to focus on premium delivery and platform building.

Build and work the target account list

Build and maintain a list of target companies matching the HEX anchor-client profile: mid-market or PE-backed, with appetite for ExCo-level work.
Map target account approach eg via CEO, CPO, other leader, Chair, NED, PE operating partner, or existing client on another board.

Open doors at the top

Build relationships with key people in target clients.
Map and pursue PE operating-partner relationships.

Convert into pipeline

Turn all the talks, articles, podcasts, events into tracked follow-up meetings.
Run a target of warm introductions per quarter from existing client CEOs, CPOs, Chairs, and coached leaders.

Grow existing accounts

Expand within existing clients, identifying adjacent teams, further ExCo members, and subsidiary businesses.

Commercials and pipeline

With COO, manage pipeline in ActiveCampaign: stages, values, and next actions kept current, with a regular reviews.
Design and lead delivery of proposals, pricing conversations, and negotiation through to signed engagements.

Gravitas and C-suite credibility

This role needs someone who commands respect in a boardroom and can hold their own as an equal with CEOs, Chairs, NEDs, and PE operating partners.

Presence and gravitas that build instant credibility with the most senior buyers.
The confidence to challenge senior clients constructively and steer a conversation, mirroring the “been there, done that” ethos of HEX.
Emotional intelligence, ability to build trust quickly in person and virtually.
Polished, articulate communication in writing, on a call, and one-to-one.
Sound commercial judgement: which opportunities to pursue, and how to price and position them.

Experience and background

A track record in business development or commercial leadership.

Demonstrable success selling intangible, relationship-led services to senior buyers.
Comfort building a commercial function and process where little exists in a small, entrepreneurial business.

Engagement terms

This is a fractional, ongoing engagement at Sales Director level, structured as a retainer plus commission. Days per week, the exact commission structure, and the initial term are to be agreed with the successful candidate.

The role reports to Tom Emery (Founder), with oversight of the sales funnel from George Bettany (Chair and Co-Founder). It can be delivered flexibly, combining remote working with in-person client time.