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About the Role

This is a senior individual contributor sales role focused on building and growing a client portfolio within the Public Sector. The role involves creating new relationships, developing the market, and owning commercial growth, with the autonomy to build a business within Scale Factory supported by strong technical capabilities.

Responsibilities

• 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.

Requirements

• Proven experience selling technology services, consulting, managed services or complex cloud solutions.
• 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.
• Ability to understand client challenges, ask intelligent questions and work effectively with technical specialists.

Skills

• Consultative selling
• New business development
• Public sector sales
• Relationship building
• Pipeline management
• Forecasting
• Commercial negotiation
• CRM
• Value selling
• MEDDPICC

Location

• Hybrid

Work Type

• Hybrid working

Experience Level

• Senior

Benefits

• 25 Days of Annual Leave plus an extra day every year for the first three years
• Holiday buying scheme
• Employer-matched pension contributions up to 5%
• Comprehensive health benefits (medical, dental, optical, alternative therapies)
• Subsidised gym memberships
• Bike-to-work scheme
• Season ticket loans
• Free Annual Rail Cards
• Electric vehicle salary sacrifice scheme
• Social events
• Training & Development opportunities
• Support for certifications

About the Company

• Scale Factory is an AI enablement consultancy focused on delivering quality-led AI-first foundations and embedding capability into client organisations.
• Formerly Ten10, the company combines deep roots in Quality engineering with cutting-edge AI expertise to deliver robust, scalable foundations.
• They aim to give leaders the confidence to move faster, take smarter risks, and pursue transformation.