Account Manager - Defence Industry

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.

Here’s why you’ll love being part of our team:

• Career Growth: Tailored training and development opportunities to help you reach your goals
• Team Culture: Join a supportive, inclusive team that values collaboration, creativity, and innovation
• Flexibility: Hybrid working lets you balance work and life

The Role

This is a commercial role focused on driving new revenue within one of Scale Factory’s key accounts in the Defence Industry. Rather than focusing on traditional new-business acquisition, you will work within an established client environment to identify, develop and win new opportunities across programmes, business units and stakeholder groups. You will build trusted relationships across the client organisation, develop a detailed understanding of its priorities, and uncover new areas where Scale Factory can provide value. Your focus will be on expanding our presence by creating new projects, introducing additional capabilities and opening new revenue streams within the account. Supported by our technical, delivery and leadership teams, you will help develop and execute the account growth plan, map key stakeholders, identify commercial whitespace and bring together the right internal capabilities to respond to emerging client needs.

You will represent the full breadth of Scale Factory’s services, including:

• Cloud consulting and engineering
• Quality engineering and testing services
• AI and data solutions
• Technology advisory and transformation support

Key Responsibilities

• Account Growth & Planning: Develop and execute a commercial growth plan focused on generating new revenue within a major defence account. Maintain a clear account plan covering stakeholders, current engagements, programme priorities and commercial whitespace. Map account structures, buying groups, decision-makers and influencers. Identify and pursue new opportunities across programmes, business units and stakeholder groups. Build a sustainable pipeline of new projects, service lines and buying centres. Introduce Scale Factory’s broader capabilities into areas where we do not currently operate.
• Client Engagement & Opportunity Development: Build trusted relationships with technical, operational, commercial and executive stakeholders. Lead discovery conversations to uncover client challenges, priorities and transformation needs. Develop a strong understanding of the client’s strategy, operating environment and investment priorities. Connect client needs to practical, outcome-led technology solutions. Use successful delivery outcomes to build credibility and access to new stakeholders and programmes. Identify opportunities to extend Scale Factory’s impact beyond current engagements.
• Account Coordination: Coordinate Scale Factory’s delivery, technical, commercial and leadership teams around the account growth strategy. Ensure the right capabilities and subject‑matter experts are engaged at the appropriate stage of each opportunity. Maintain internal alignment on priority opportunities and commercial actions. Share account insight to support the development of relevant propositions and campaigns. Build advocacy and sponsorship within both the client and Scale Factory.

What We Are Looking For

We are looking for an experienced Account Manager who is comfortable working within large, complex client environments and creating new opportunities across multiple stakeholder groups. Experience within defence, national security, secure government or another highly regulated environment would be beneficial, but we are also open to candidates with relevant transferable experience. You will likely have:

• Complex Account Experience: Experience working within large client accounts involving multiple stakeholders, programmes, suppliers or buying centres.
• Account Expansion: A track record of generating new revenue within existing accounts by identifying new stakeholders, projects, business units or service opportunities.
• Account Planning: Experience building and maintaining account plans covering stakeholders, current engagements, commercial whitespace and growth priorities.
• Technology Services Experience: Experience positioning or selling technology services such as cloud, AI, data, quality engineering, managed services, advisory or technology consulting. Experience across the full portfolio is not required, provided you can demonstrate the ability to learn and work across multiple service areas.
• Consultative Selling: The ability to understand client challenges, lead discovery conversations and work with technical colleagues to shape appropriate solutions.
• Stakeholder Development: The ability to build relationships across executive, technical, operational, commercial and procurement stakeholders, including opening new relationships beyond existing contacts.
• Internal Collaboration: Experience working with multidisciplinary teams across sales, delivery, technology, commercial and leadership functions.
• Commercial Acumen: Good opportunity qualification, forecasting, negotiation and deal‐management skills. Experience using structured qualification methodologies such as MEDDPICC would be beneficial.
• Defence and Procurement Experience: An understanding of the UK defence ecosystem, procurement processes, governance structures or security requirements would be advantageous. Experience working through formal procurement processes, frameworks, competitive bids would also be beneficial.

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 to make travel easier.
• 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, we love celebrating success together.
• Training & Development: Tailored learning opportunities and full support for certifications to keep your skills sharp.

Let’s Build the Future Together

This is an opportunity to play a central role in expanding Scale Factory’s presence within an important and complex client environment. You will have the breadth of our Cloud, AI, Data, Quality Engineering and Managed Services capabilities behind you, together with the opportunity to open new relationships, shape new programmes and create sustainable new revenue streams across the account. If you are an experienced Account Manager who enjoys finding opportunities, opening doors and turning complex client challenges into new technology projects, we would like to hear from you.