Senior Business Development Manager

Who you are

• 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
• 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
• 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
• 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
• 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

What the job involves

• 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
• 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
• 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
• 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
• 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