Sales Lead

Role Overview

• Contract pipeline horizon scanning, deal analysis
• maintain visibility of public sector opportunities, contract renewals and extensions, analysing commercial viability, risk and margin to inform pursuit decision.
• Own and manage a deal plan with an 18-month lead time, based on the horizon scanning.
• Be accountable for identifying and selecting ‘must win’ deals for our business, and for contributing to activity required to deliver them, alongside the Head of Bids, Sales team, and account teams.
• Build and deliver a customer commercial stakeholder relationship approach, taking a hands-on approach to creating and growing strong relationships.
• Use this approach to ensure our bid strategy is well qualified and supported by intelligence.
• Support the Head of Bids to write bid and tender material for commercial topics.
• Value for money and innovation perspective for Public Sector
• ensure our commercial models and proposals demonstrate clear value for money, measurable outcomes, and innovative approaches aligned with public sector procurement priorities.
• Own commercial governance, establish and maintain clear commercial principles covering pricing, margins, terms, and risk across all client engagements.
• Commercial partner to bids and sales and support the Head of Bids, Sales Director, and Head of Sales with pricing models (modelling owned by Finance team), deal structures, and commercial narratives that strengthen our proposals.
• Pricing and margin optimisation: develop, test, and refine pricing frameworks that balance competitiveness with profitability.
• Work with the Legal team on contract review to provide insight on commercial terms, SLAs and delivery obligations, to assure and protect the business.
• Framework and procurement insight, maintain a deep understanding of public sector frameworks, routes to market, and buying trends to guide bid and sales activity.
• Commercial reporting and forecasting, monitor deal profitability, pipeline commercial health, and revenue risk to inform leadership decisions.
• Collaboration with Finance by aligning on revenue forecasting, cost models, and commercial controls to ensure integrity across systems.
• Playbook and process development: create scalable commercial templates, models, and approval processes to drive consistency and speed.
• Commercial capability building: coach client-facing teams on commercial awareness, value articulation, and negotiation discipline.

Requirements

• Proven experience in public sector commercial management, pricing, and contracting, ideally within consulting, digital, or professional services.
• Expert understanding of public procurement frameworks, commercial models (T&M, outcome-based, SoW), and government buying behaviours.
• Strong financial literacy and commercial acumen, with confidence shaping pricing strategies and deal structures that protect margin and client trust.
• Skilled negotiation ability, balancing commercial discipline with relationship management.
• Collaborative mindset, thriving in a fast-scaling business with multiple priorities and cross-functional stakeholders.
• Nice to have: experience in private sector commercial and procurement environments.

Benefits

• Equal Opportunities
• Disability Confident Committed employer
• Opportunity for reasonable adjustments throughout the recruitment process