Head of Business Development & Go-to-Market
Heritage Fencing
Chicago, IL
About the Platform
Heritage Fencing is a growing, private-equity-backed platform building a portfolio of fencing and industrial services businesses. We're building a lean, high-leverage platform team with a strong business-development and go-to-market tilt. Rather than layering on bureaucracy, this team does the commercial work for the operating companies — opening doors, building the playbook, and helping general managers win. This role sits at the center of that effort.
Role Overview
We're looking for a Head of Business Development & Go-to-Market to own commercial growth across the platform. You'll be the person in front of as many opportunities as possible — reactivating dormant relationships, deepening our footprint with general contractors, and identifying where we should be doing work but aren't yet. You'll also help design and stand up entirely new service lines, then hand operating companies a repeatable motion to run.
This is a builders seat. You'll work directly with general managers, quarterback opportunities on their behalf, and roll out a value-creation playbook tailored company by company.
Key Responsibilities
Own new revenue at the platform level. Prioritize high-margin, recurring work and get in front of as many qualified opportunities as possible across all operating companies.
Deepen and expand GC relationships. Build new relationships with general contractors and grow wallet share with existing ones.
Reignite dormant accounts. Systematically reactivate the ~15 general contractors we haven't worked with in the last two years.
Find the white space. Identify geographies, customer types, and specialties where the platform should be doing work but isn't — and build the plan to capture them.
Stand up new service lines. Help design and launch adjacent offerings (e.g., security and access control; highway guardrail / DOT work). For a new line, map the concrete steps required to get an operating company from "not offering it" to "winning it" — and drive that roadmap.
Build the value-creation playbook. Develop a commercial playbook and roll it out tailored to each operating company, starting with our lead company.
Enable the GMs. Partner with general managers, set up and run customer meetings for them, coach them, and be the commercial engine they don't yet have in-house.
Build the GTM foundation. Bring pipeline discipline, CRM hygiene, and a modern go-to-market process to a platform that's growing fast.
Qualifications
Early-to-mid career and hungry. Roughly 5–8 years of experience; ambitious, coachable, and ready to own a big mandate.
A hunter. You're energized by cold outreach and face-to-face selling — trade shows, job sites, in-person meetings. You don't need warm leads handed to you.
Extroverted and relationship-driven. You build rapport quickly and people want to work with you.
Tech-savvy. Comfortable with CRM and modern sales tooling; you use technology to work more opportunities, not fewer.
Strategic. You can look at a business and articulate, "here's what we're not doing, and
here's how we'd tackle it" — then execute.
Fencing/construction background not required. Strong commercial instincts matter far more than industry pedigree; a fresh outside lens on this space is a genuine advantage. Prior B2B, industrial, or construction-adjacent sales exposure is a plus but not a prerequisite.
In-person by preference. You want to be with the platform team in Chicago and out in the field, not behind a screen.
Comfortable with autonomy and ambiguity. You thrive in a scaling, PE-backed environment where you help write the playbook.
Location & Travel
Based in Chicago and in-person with the platform team
Why this role
Own the commercial engine of a growing multi-company platform from day one.
This is designed as a build-toward-leadership seat, not a lateral hire.
Real autonomy to diagnose, decide, and execute across the portfolio.
Visible impact — your wins show up directly in the platforms growth and value creation.
Skills Required
- Approximately 5–8 years of professional experience
- Proven ability and enthusiasm for cold outreach and face-to-face selling
- Strong relationship-building and interpersonal skills
- Comfort with CRM systems and modern sales tooling
- Strategic ability to identify commercial opportunities and execute growth plans
- Comfort working autonomously in an ambiguous, scaling environment
- Willingness to work in person with the platform team in Chicago and in the field
- Prior B2B, industrial, or construction-adjacent sales experience
- Fencing or construction industry background
What We Do
Heritage Holding is a Boston-based private investment firm targeting lower middle market businesses that generate between two and ten million dollars of EBITDA. The firm partners with founder-led small and medium-sized businesses to support growth, operational improvement, and long-term value creation. It focuses on B2B services across various sectors, including telecom, IT and cybersecurity services, healthcare services, and skilled trades.
