Role purpose

This role sits at the front of the firm’s new business engine, focused on identifying, qualifying and booking high quality audit and accounts opportunities for local offices and Partners.

The role is primarily appointment setting and lead qualification. You will not be responsible for closing work. Your success is measured by the quality, relevance and conversion of meetings you set, not by signed fees.

You will engage with business owners, CFOs and Finance Directors, qualify suitability for audit and accounts services, and ensure opportunities are routed to the right office or Partner with clear context and information.

Key responsibilities

Outbound appointment setting and qualification (primary focus)

• Proactively generate audit and accounts opportunities through structured outbound calling and follow up.

• Engage senior finance stakeholders including CFOs, Finance Directors and business owners.

• Use a clear qualification framework to assess:

  • Size and complexity of the business.

  • Audit or accounts requirements.

  • Current adviser arrangements and triggers for change.

  • Timing and decision making structure.

• Book qualified discovery or proposal meetings directly into Partner or office calendars.

• Ensure meetings are well briefed, relevant and appropriately targeted, not speculative.

Inbound lead handling and triage (approximately 20 percent)

• Act as the first point of contact for inbound enquiries from the firm’s website and marketing activity.

• Respond promptly and professionally to inbound calls, emails and form submissions.

• Qualify inbound leads for audit and accounts suitability.

• Route enquiries to the correct office or Partner with clear notes and context.

• Politely decline or redirect enquiries that are not commercially or strategically suitable.

• Log all inbound activity accurately in HubSpot.

CRM and pipeline management (HubSpot)

• Own HubSpot as the firm’s front end CRM for audit and accounts BD.

• Maintain high standards of CRM discipline, including:

  • Accurate contact and company records.

  • Clear qualification notes.

  • Correct routing and ownership of leads.

• Track meetings booked, show rates and downstream outcomes to assess lead quality.

• Provide basic pipeline visibility to Partners and regional leadership.

Partner and office coordination

• Work closely with local offices and Partners to:

  • Understand capacity and target client profiles.

  • Align outreach with office level priorities.

  • Improve quality of meetings over time through feedback.

• Ensure all meetings are handed over with sufficient background to allow Partners to run an effective first meeting.

• Act as a central coordination point, reducing random or misdirected enquiries landing on Partners.

Key requirements

Essential

• Minimum 3 to 5 years B2B appointment setting or lead qualification experience within professional services.

• Experience speaking confidently with CFOs, Finance Directors and business owners.

• Strong phone presence and structured qualification skills.

• Ability to follow a defined qualification framework and challenge politely where needed.

• Strong working experience with HubSpot, including lead management and reporting.

• Excellent written and verbal communication skills.

• Comfortable working remotely and independently within UK business hours.

• Reliable home working setup.

Desirable

• Experience within audit, accounts or accountancy services.

• Experience qualifying inbound leads and managing shared pipelines.

• Familiarity with LinkedIn Sales Navigator or similar prospecting tools.

• Experience working with UK professional services firms from South Africa.

What success looks like

• A steady flow of well qualified audit and accounts meetings.

• High show rates and positive Partner feedback on meeting quality.

• Clear, accurate HubSpot data that offices trust.

• Reduced noise and inappropriate enquiries reaching Partners.

• Improved conversion from first meeting to proposal at office level.

• Strong working relationships with local offices and Partners.