About the role:
Roboyo is seeking an experienced and highly autonomous Senior Public Sector Growth Manager to establish and grow our presence across the UK public sector.
This is a senior individual contributor role for someone with a proven understanding of public sector procurement, sales cycles, framework-based selling and complex technology-enabled services. The successful candidate will take ownership of Roboyo's public sector growth strategy, developing new relationships and opportunities across central government, local government, healthcare, defence, education, blue-light services, arm's-length bodies and the wider public sector.
The role will focus approximately 60% on winning new-logo clients and 40% on expanding existing accounts. The successful candidate will determine their own account strategies, supported by the Growth Director and Chief Business Officer for Northern Europe and Roboyo's technical, delivery, marketing, commercial and bid capabilities.
This is a market-building opportunity for an driven sales professional who wants the autonomy to shape a public sector business and, as the market develops, potentially build and lead a dedicated public sector sales team.
Key Responsibilities
Public sector growth strategy
- Develop and execute Roboyo's UK public sector growth strategy.
- Identify and prioritise target organisations, buying centres and market segments across the UK public sector.
- Create strategic account plans based on market potential, procurement routes, stakeholder priorities and Roboyo's capabilities.
- Determine the most effective initial market focus, whether targeting specific public sector segments or pursuing opportunities across the wider market.
- Build a balanced portfolio of strategic, mid-sized and emerging opportunities.
- Work with the Growth Director and Northern Europe CBO to align public sector activity with Roboyo's wider growth strategy.
- Help strengthen Roboyo's brand, credibility and market presence within the UK public sector.
New business development
- Generate approximately 60% of revenue from new-logo clients and 40% from existing account growth.
- Build relationships with senior decision-makers, influencers, procurement stakeholders and operational leaders.
- Develop opportunities through personal networks, direct prospecting, marketing campaigns, technology partners, framework providers, industry events and referrals.
- Engage effectively with senior public sector stakeholders, including CIOs, CDOs, CFOs, transformation directors, commercial directors and operational leadership.
- Lead consultative discovery to understand organisational objectives, operational challenges, service pressures and transformation priorities.
- Translate complex client needs into compelling automation, AI, process transformation and managed-service propositions.
- Maintain momentum through long and complex public sector buying cycles.
Commercial ownership
- Ensure opportunities meet Roboyo's revenue, profitability, delivery and risk expectations.
- Take responsibility for commercial negotiations, pricing strategy and opportunity governance.
- Maintain accurate and timely opportunity, pipeline and forecast information within Roboyo's CRM.
- Provide clear visibility of sales progress, risks, dependencies and likely commercial outcomes.
- Close business on terms that protect both client value and Roboyo's target margins.
Framework and procurement strategy
- Develop a strong understanding of the procurement routes available to Roboyo and its target clients.
- Identify the public sector frameworks, dynamic markets and procurement arrangements Roboyo should join or access.
- Build the commercial case for participation in relevant procurement frameworks.
- Support or lead applications for new framework positions, working with internal bid, legal, commercial and delivery teams.
- Develop Roboyo's presence and pipeline through routes including G-Cloud, Digital Outcomes and Specialists, Crown Commercial Service arrangements and other relevant national, regional or sector-specific frameworks.
- Maintain relationships with framework providers, procurement bodies, commercial teams and potential prime-contractor partners.
- Ensure Roboyo's framework listings, service descriptions, pricing and go-to-market propositions remain relevant and commercially competitive.
- Identify alternative routes to market where Roboyo is not directly listed, including prime contractors, systems integrators, resellers, consultancies and technology partners.
Bid leadership
- Lead public sector bids from qualification through submission, negotiation and award.
- Coordinate contributions from sales, solution consulting, technical architecture, delivery, legal, finance, commercial and partner teams.
- Lead or contribute to requests for information, invitations to tender, requests for proposal, framework call-offs, further competitions, direct-award opportunities, and competitive dialogue or negotiated procedures.
- Create clear bid strategies, win themes, governance processes, responsibilities and delivery timelines.
- Ensure submissions address buyer requirements, measurable outcomes, social value, delivery risk and value for money.
- Make informed bid or no-bid recommendations based on strategic fit, win probability, commercial viability and delivery capability.
- Lead client presentations, clarification sessions, demonstrations and commercial negotiations.
- Capture lessons learned from successful and unsuccessful bids to improve future performance.
Proposition development
- Work with Roboyo's technical and delivery leadership to create compelling public sector propositions.
- Help package Roboyo's capabilities into repeatable offerings aligned with public sector priorities.
- Support the creation of relevant case studies, campaigns, thought leadership and sales collateral.
- Bring market insight into Roboyo to inform service development, investment decisions and partner strategy.
- Articulate the business and public-service value of automation and AI without relying solely on technical features.
- Position services around measurable outcomes such as productivity, service accessibility, quality, compliance, employee experience and cost efficiency.
Partner-led growth
- Develop joint opportunities with Roboyo's strategic technology partners, including Appian, Microsoft, UiPath, Anthropic, OpenAI and Automation Anywhere.
- Build effective relationships with systems integrators, consultancies, prime contractors and framework partners.
- Identify opportunities for Roboyo to act as a specialist delivery partner or subcontractor within larger public sector programmes.
- Create clear joint propositions and account plans with relevant partners.
- Represent Roboyo at public sector events, roundtables, conferences and partner activities.
Candidate Profile
The successful candidate will be a commercially driven public sector sales professional who combines market knowledge, relationship-building ability and disciplined sales execution. They will be comfortable operating with significant autonomy and creating a market strategy rather than inheriting a mature territory and established opportunity pipeline.
Essential Experience
- At least five years' relevant sales or business development experience, with a strong focus on the UK public sector.
- A demonstrable record of winning new-logo public sector clients.
- Experience navigating long, complex and highly governed public sector sales cycles.
- Strong working knowledge of public procurement, framework-based selling and formal bid processes.
- Experience leading responses to ITTs, RFIs, RFPs, framework call-offs and further competitions.
- Proven ability to create account strategies, develop qualified pipeline and progress complex opportunities.
- Experience selling professional services, technology-enabled transformation or complex business solutions.
- A demonstrable record of achieving demanding revenue targets.
- Commercial experience managing pricing, profitability, negotiation and contract closure.
- Strong understanding of public sector stakeholders, governance, business cases and decision-making processes.
- Ability to build trusted relationships with senior client, procurement and commercial stakeholders.
- Experience coordinating multidisciplinary bid and solution teams.
- The personal network and market credibility required to create early opportunities for Roboyo.
- Eligibility and willingness to undergo UK Security Check clearance.
- Willingness to travel regularly throughout the UK.
Preferable Experience
- Experience selling a combination of professional services, managed services, software licences and business process outsourcing.
- Existing relationships across public sector organisations, procurement teams, Crown Commercial Service, technology partners or prime contractors.
- Experience helping an organisation secure access to relevant public sector frameworks.
- Experience establishing a new market, territory or sector proposition.
- Knowledge of intelligent automation, robotic process automation, agentic AI, generative AI, process mining, low-code platforms or business process management.
- Experience working with technologies or partners such as Appian, Microsoft, UiPath, Anthropic, OpenAI and Automation Anywhere.
- Experience engaging with senior civil servants, public-sector executives and departmental commercial leaders.
- Understanding of public sector social value, accessibility, data, security and responsible AI considerations.
- Experience developing partner-led routes to market.
- Experience creating proposition messaging, campaigns and thought leadership for a public sector audience.
Skills and Behaviours
Autonomous and entrepreneurial
- Comfortable establishing a market with limited existing brand recognition.
- Proactively identifies opportunities, relationships and routes to market.
- Develops and executes an account strategy with limited supervision.
- Takes personal ownership of outcomes while using internal support effectively.
Commercially disciplined
- Maintains rigorous qualification standards.
- Understands the relationship between revenue, profitability, delivery risk and contract terms.
- Provides accurate forecasts and transparent reporting.
- Prioritises opportunities based on strategic fit and realistic win probability.
Consultative and outcome-focused
- Understands the client's operating environment before proposing a solution.
- Connects technology investment to measurable organisational and public-service outcomes.
- Communicates complex technical propositions in accessible commercial language.
- Challenges clients constructively and builds credibility through insight.
Collaborative
- Works understandably across sales, marketing, technology, delivery, legal, commercial and finance teams.
- Creates clarity around responsibilities, timelines and decision points.
- Builds productive relationships with strategic partners and external stakeholders.
- Balances individual accountability with collective success.
Resilient and credible
- Maintains momentum through extended procurement cycles.
- Responds constructively to competitive pressure and setbacks.
- Communicates confidently with senior stakeholders.
- Establishes trust through integrity, consistency and informed judgement.
Why Join Roboyo?
This role provides the opportunity to build rather than simply inherit.
The successful candidate will have the autonomy to define how Roboyo approaches the UK public sector, which accounts it prioritises, which partners it develops and which procurement routes it pursues. They will be supported by specialist automation and AI capabilities, senior leadership access and a broad portfolio of advisory, implementation, managed-service and platform solutions.
Unlike roles within large generalist consultancies, this position offers direct influence over strategy, propositions, partnerships and investment decisions. It is suited to someone who wants autonomy, meaningful commercial accountability and the opportunity to create and potentially lead a significant public sector growth business.
Measures of Success
First 12 months
- Build a credible portfolio of opportunities across selected public sector accounts.
- Develop executive-level relationships across target clients and procurement stakeholders.
- Establish a clear account prioritisation and market-entry plan.
- Identify the frameworks and procurement routes required to scale the public sector business.
- Support Roboyo in achieving access to priority frameworks and routes to market.
- Establish productive relationships with strategic technology partners, prime contractors and systems integrators.
- Maintain acceptable profitability across secured business.
- Build the foundations for a repeatable and scalable public sector growth function.
Ongoing Measures
- Recognised revenue against target.
- Gross margin and overall opportunity profitability.
- Qualified pipeline coverage and quality.
- New-logo wins and existing-account expansion.
- Win rate and bid conversion.
- Average sales cycle and deal progression.
- Partner-sourced and partner-influenced pipeline.
- Framework access and framework-generated opportunities.
- Quality of account plans and strategic relationships.
- CRM accuracy and sales-process compliance.
Compensation and career opportunity
- Competitive base salary with Sales Target bonus.
- The opportunity to shape Roboyo's UK public sector market strategy.
- Significant autonomy over accounts, routes to market and opportunity development.
- The potential to build and lead a dedicated public sector sales team as the business grows.
