Senior Business Development Manager - Public Sector

Scale Factory; Staines-upon-Thames; On-site; GBP 85,000 - 120,000; Full time

Benefits offered by this job

25 Days Annual Leave

Pension Plan

Health Benefits

Job summary

Scale Factory is a UK-based AI enablement consultancy seeking a senior sales professional to own and grow a public sector client portfolio across central and local government, healthcare and education. You will identify opportunities, engage senior stakeholders and drive outcomes across cloud, data and AI services.

You will navigate long cycles, manage complex procurement routes, and build sustainable relationships, delivering value-led commercial outcomes for Scale Factory and its clients.

Qualifications

• Proven success selling technology services or complex cloud solutions to public sector clients.
• Experience opening new relationships and developing opportunities from early-stage conversations.
• Ability to navigate long sales cycles, procurement routes and multi-stakeholder decision-making.

Responsibilities

• Identify, target and open new public sector client relationships.
• Build pipeline across central/local government, healthcare, education and wider public sector.
• Develop relationships with senior technology, commercial, and transformation stakeholders.
• Own opportunities from discovery through proposal to close.
• Maintain accurate pipeline reporting, forecasting and CRM hygiene.

Skills

Public sector sales

New business development

Consultative selling

Stakeholder management

Pipeline management

CRM discipline

Tools

CRM software

Job description

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

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.

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 Factorys 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., 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.

Lets Build the Future Together

Were on the lookout for passionate, talented individuals who are ready to make an impact. Whether youre an experienced automation tester or a developer with a flair for QA, we want to hear from you.

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.

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.

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 dont 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.

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.

Whats in It for You?

At Scale Factory, we believe in recognising and rewarding great work. Heres 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.