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About the Role

This is a senior individual contributor sales role with the autonomy to build and grow your own client portfolio. 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.

Responsibilities

Identify, target and open new client relationships across priority markets.
Build qualified pipeline through outbound activity, referrals, events, partner relationships and targeted campaigns.
Engage senior stakeholders to understand business priorities, operational challenges and technology goals.
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 technology, product, operations, finance and executive stakeholders.
Build trust by challenging constructively and bringing insight to client conversations.
Contribute to the development of specific market, sector and proposition-led campaigns.
Help turn practice capability into clear, client-facing value propositions.
Work with marketing, partnerships and delivery teams to create targeted GTM activity.
Support events, roundtables, webinars and thought leadership activity where relevant.
Feed market insight back into the business to help refine propositions and messaging.
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 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 business and technology stakeholders.
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.
Experience in selling professional services or consulting-led technology engagements.
Experience selling into software, financial services, public sector, enterprise or mid-market clients.
Experience working with cloud, data, AI, DevOps, QA/testing or managed service propositions.
Experience selling across multiple service lines or practices.
Experience using MEDDPICC or similar framework qualification approaches.
Experience creating opportunities through partnerships, events or proposition-led campaigns.
Eligibility to obtain and maintain security clearance would be highly advantageous.

Skills

AWS
Cloud consulting and engineering
Quality engineering and testing services
Managed services
AI and data offerings
Technology advisory and transformation support

Location

Hybrid

Work Type

Hybrid working

Experience Level

Senior

Benefits

25 Days of Annual Leave
1 extra day of annual leave every year for the first three years
Holiday buying scheme
Pension Plan with employer-matched contributions up to 5%
Comprehensive health benefits (medical, dental, optical, alternative therapies)
Subsidised gym memberships
Bike-to-work scheme
Commuter benefits (season ticket loans)
Free Annual Rail Cards
Electric vehicle salary sacrifice scheme
Social events
Training & Development opportunities
Support for certifications

About the Company

AI enablement consultancy delivering quality-led AI-first foundations.
Embeds capability and excellence into the foundational fabric of client companies.
Gives leaders the confidence to move faster, take smarter risks and pursue transformation.
Formerly Ten10, with deep roots in Quality engineering discipline.
Combines engineering discipline with cutting-edge AI expertise.
Delivers robust, scalable foundations that turn ambitious transformation into reliable reality.