Scale Factory
Senior Business Development Manager - Public Sector
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About Scale Factory
We are an AI enablement consultancy. Delivering quality-led AI-first foundations, embedding capability and excellence into the foundational fabric of the companies we work with. We give leaders the confidence to move faster, take smarter risks and pursue transformation.
Formerly Ten10, we have deep roots in Quality which means we don’t just build for the future, we ensure it actually works. We combine this engineering discipline with cutting-edge AI expertise to deliver robust, scalable foundations that turn ambitious transformation into reliable reality.
The Role
This is a senior individual contributor sales role with the autonomy to build and grow your own client portfolio across the Public Sector.
You will be responsible for creating new relationships, developing your market, and owning the commercial growth of your clients over time. You will have the opportunity to build something that feels like your own business within Scale Factory, supported by strong technical capability, delivery expertise and a broader group proposition.
You will identify target organisations, open senior conversations, understand business and technology challenges, and create opportunities across the full suite of Scale Factory services. As relationships develop, you will continue to own and grow those clients, expanding into new stakeholders, new practices and new areas of value.
This role requires someone who understands how to sell consultatively into the public sector. You will need to be comfortable navigating longer sales cycles, procurement routes, frameworks, budget cycles, multi-stakeholder decision-making and outcome-led business cases.
You will be expected to sell across our service practices, including:
- Cloud consulting and engineering
- Quality engineering and testing services
- Managed services
- AI and data offerings
- Technology advisory and transformation support
The successful candidate will be commercially ambitious, entrepreneurial and comfortable taking ownership. You will be trusted to build a strong public sector client base, shape demand, create qualified opportunities and work closely with technical teams to turn client challenges into consulting, engineering and managed service engagements.
This role suits someone who wants to build long-term public sector relationships, grow meaningful revenue streams and become a trusted commercial lead for their own portfolio of customers.
Key Responsibilities
New Business Development
- Identify, target and open new public sector client relationships.
- Build qualified pipeline across central government, local government, healthcare, education and wider public sector organisations.
- Develop relationships with senior technology, digital, commercial, transformation and operational stakeholders.
- Understand public sector priorities, funding pressures, procurement requirements and delivery constraints.
- Create new opportunities by connecting client challenges to relevant Scale Factory capabilities.
- Own opportunities from early engagement through qualification, proposal and close.
- Maintain strong commercial discipline around pipeline quality, next steps, forecasting and deal progression.
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Consultative Selling
- Lead discovery conversations that uncover business outcomes and challenges, not just technical requirements.
- Work with clients to shape problems into clear opportunities.
- Position Scale Factory’s services in a way that is relevant, practical and outcome-led.
- Collaborate with technical and delivery teams to develop credible solutions and commercial proposals.
- Navigate complex buying groups across digital, technology, commercial, finance, procurement and senior leadership.
- Build trust by bringing insight, challenging constructively and understanding the realities of public sector delivery.
Procurement, Frameworks & Market Development
- Identify relevant framework and procurement routes for target opportunities.
- Support framework-led sales motions and public sector bid activity.
- Work with internal teams to improve public sector propositions, messaging and routes to market.
- Contribute to campaigns, events, roundtables and thought leadership aimed at public sector buyers.
- Feed market insight back into the business to help shape our public sector strategy.
Commercial Ownership
- Carry a new business revenue target.
- Own accurate pipeline reporting and forecasting.
- Manage commercial negotiations with support from leadership where required.
- Ensure opportunities are properly qualified and aligned to business priorities.
- Maintain strong CRM hygiene and clear account/opportunity records.
- Build sustainable client relationships that can transition effectively into delivery and long-term growth.
What We Are Looking For
We are looking for someone with proven experience selling technology services, consulting, managed services or complex cloud solutions - AWS is a bonus.
You should be comfortable creating opportunities from scratch, managing senior conversations and selling value.
You will likely have:
- Proven success in a quota-carrying new business sales role.
- Experience selling into public sector organisations.
- Experience selling a blend of consulting, technology services, managed services, software delivery, cloud, QA/testing, AI or data solutions.
- Strong ability to open new relationships and develop opportunities from early-stage conversations.
- Confidence engaging senior public sector stakeholders.
- Understanding of public sector procurement, frameworks and buying cycles.
- Experience leading discovery, qualification, proposal development and commercial negotiation.
- A consultative, outcome-led sales style.
- Strong commercial judgement and the ability to qualify opportunities properly.
- The confidence to work independently while collaborating closely with technical teams.
- A track record of building and managing high-quality pipeline.
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You do not need to be deeply technical, but you must be able to understand client challenges, ask intelligent questions and work effectively with technical specialists.
Useful Experience
Experience in any of the following would be valuable:
- Selling professional services or consulting-led technology engagements into public sector.
- Experience with central government, local government, healthcare, education, policing or defence-adjacent accounts.
- Understanding of public sector procurement frameworks and bid processes.
- Working with cloud, data, AI, DevOps, QA/testing or managed service propositions.
- Selling across multiple service lines or practices.
- Working in a business where delivery credibility is central to the sale.
- Using value-selling, MEDDPICC or similar qualification approaches.
- Creating opportunities through partnerships, frameworks, events or proposition-led campaigns.
Note: Eligibility to obtain and maintain security clearance would be highly advantageous for this role; however, it is not a mandatory requirement and candidates who do not currently meet security clearance eligibility criteria are still encouraged to apply.
What’s in It for You?
At Scale Factory, we believe in recognising and rewarding great work. Here’s what you can expect:
- 25 Days of Annual Leave: Plus 1 extra day every year for the first three years, with a holiday buying scheme.
- Pension Plan: Employer-matched contributions up to 5%.
- Health Benefits: Comprehensive coverage for medical, dental, optical, and alternative therapies.
- Fitness Support: Subsidised gym memberships and a bike-to-work scheme.
- Commuter Benefits: Season ticket loans to make travel easier.
- Free Annual Rail Cards
- Electric vehicle salary sacrifice scheme
- Flexible Work Model: Hybrid working that fits your lifestyle.
- Social Events: From annual kick-offs and Christmas parties to team socials and sporting events, we love celebrating success together.
- Training & Development: Tailored learning opportunities and full support for certifications to keep your skills sharp.
Let’s Build the Future Together
We’re on the lookout for passionate, talented individuals who are ready to make an impact. Whether you’re an experienced automation tester or a developer with a flair for QA, we want to hear from you.
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