Business Development Manager

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 an individual contributor sales role focused on driving new business growth and expanding our footprint within a defined target market.

You will be responsible for executing outbound activity, qualifying new opportunities, and managing the sales cycle from initial outreach through to close. Supported by our strong technical capability, delivery expertise, and senior sales leadership, you will have the opportunity to develop your sales career in a fast-paced, cutting-edge AI and technology consultancy.

You will sell across our full suite of 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 energetic, proactive, and highly motivated to build pipeline through a combination of personal outreach, referrals, events, partnerships, and marketing campaigns.

Key Responsibilities

New Business Development

• Identify, target, and open conversations with new prospective clients across priority markets.

• Actively build a qualified pipeline through structured outbound activity, events, partner relationships, and targeted campaigns.

• Engage key stakeholders to understand their operational challenges and technology goals.

• Qualify opportunities effectively, ensuring alignment between client needs and Scale Factory capabilities.

• Manage deals through the sales pipeline from early engagement to successful close.

Consultative Selling

• Conduct discovery conversations that uncover business outcomes and challenges, not just technical requirements.

• Position Scale Factory’s services in a relevant, practical, and outcome-led manner.

• Collaborate closely with technical and delivery teams to develop credible solutions and commercial proposals.

• Navigate client buying groups across technology, product, and operations.

Commercial Ownership

• Carry a net new business revenue target.

• Maintain strong CRM hygiene and provide accurate pipeline reporting and forecasting.

• Manage commercial negotiations, utilising support from senior leadership on complex or high-value deals.

• Ensure smooth transition of won opportunities into the delivery and account management teams.

What We Are Looking For

We are looking for an ambitious B2B sales professional with a track record of success in technology services, staffing, managed services, or SaaS. You are comfortable booking your own meetings, managing a sales cycle, and selling value rather than just line items.

You will likely have:

• Proven success in a quota-carrying technology or professional services sales role.

• Experience generating pipeline and navigating early-stage sales conversations.

• The ability to engage business and technology stakeholders with confidence.

• Experience supporting or leading proposal development and commercial steps.

• A consultative, outcome-led sales style.

• Strong organisational skills and CRM discipline.

• The ability to work independently while collaborating closely with technical specialists.

You do not need to be deeply technical, but you must have a strong curiosity for technology, ask intelligent questions, and be able to articulate technical value.

Useful Experience

Experience in any of the following would be valuable:

• Selling cloud, data, AI, DevOps, QA/testing, or managed service propositions (AWS knowledge is a bonus).

• Familiarity with structured sales or qualification frameworks (e.g., MEDDPICC).

• Leveraging partner ecosystems or marketing campaigns to generate leads.

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 and 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.

• Training & Development: Tailored learning opportunities, sales coaching, 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 and scale their careers. Apply today to start the conversation!