Now Hiring - Confidential - Sales Director – California Region (Public Sector Consulting) in Sacramento, CA

Full description of the position

We are a dynamic, rapidly expanding IT consulting firm exclusively focused on serving California State government agencies. Our high-performing team delivers transformational solutions in Project/Program Management, Business Analysis, Data Analytics, AI, and Software Development that directly improve how government serves its citizens. We're seeking a high-energy, client-focused sales person who thrives in a fast-paced consulting environment and is experienced in help clients with IT problems through staffing and deliverables based solutions. The Role: Sales Director This role will focus on identifying, qualifying, and closing both staffing and project-based consulting engagements in California government agencies, while building trusted relationships with public-sector leaders. This is an outside sales position. The ideal candidate brings a strong understanding of California government operations, procurement channels, solution and service delivery, and statewide modernization efforts. They also bring experience in state government relationship and account management, enabling them to cultivate partnerships, deepen client engagement, and support long-term strategic outcomes. They will work closely with delivery teams and executive leadership to articulate tailored solutions that meet client priorities and advance the firm's mission of driving measurable impact in government. The firm has built a longstanding reputation over several decades for partnership, innovation, and meaningful outcomes, earning the trust of leaders across the state through consistent delivery excellence and a proven record of achieving results. This foundation allows the team to help public agencies navigate complexity, modernize systems, and deliver services that matter. Essential Responsibilities - California Market Sales & Account Development * Own and hit/exceed annual sales targets within assigned territory and accounts. * Identify, track, and pursue consulting opportunities with California state departments and agencies. * Build a healthy California government focused sales pipeline with forecasting and probability tracking. * Stay informed on California's procurement guidelines (CMAS, TDDC MSA, competitive solicitations, vendor pools), statewide strategic plans, and agency initiatives. * Develop deep relationships with California CIO offices, program executives, procurement leaders, and project sponsors. Client Engagement & Account Management * Learn the customer's business (strategically, operationally, financially) and understand the customer's buying process and identify all influencers, intimately understanding their requirements. * Manage the sales process from start to finish, ensuring a positive experience for both clients and our delivery teams. * Perform account management and develop trusted partner relationships at client accounts. * Lead discovery conversations focused on California's modernization challenges, regulatory requirements, and program needs. * Maintain ongoing relationships that support account growth and repeat business. * Represent the firm at California industry events, state conferences, and regional association meetings. Opportunity Shaping & Proposal Development * Collaborate with internal teams to develop solutions, proposals, and statements of work aligned to California priorities. * Lead proposal development for California solicitations including RFOs, RFIs, RFPs, and vendor pool responses. * Work closely with the delivery team to create custom solutions ensuring proper alignment with client needs. * Establish, maintain, and service accounts, covering territory to ensure a high level of customer satisfaction, positive long-term relationships, and repeat business. * Work with delivery team to ensure successful services implementation. Collaboration & Alignment * Coordinate with recruiting and operations to ensure availability of resources for California pursuits. * Provide California-specific market intelligence to leadership to guide strategic expansion planning. Qualifications - California Region Required * Previous experience as a sales executive, sales manager, sales and marketing director, or equivalent. * Proven experience selling consulting or technology services to California public-sector clients. * Strong network and understanding of California state agencies, procurement processes (CMAS, RFOs, RFPs), and government operations. * Demonstrated success winning work with California government clients. * Ability to communicate, present and influence all levels of the client organization and proven ability to drive the sales process from plan to close. * Excellent communication, relationship-building, and proposal development abilities. * Bachelor's degree or equivalent experience Preferred * Existing book of business for 5-10 state agencies over 5 years. * $5 - $15 million in annual sales over the last 3-5 years. * Experience in successful sales for Time & Materials (T&M) and deliverable based engagements * Seasoned experience with problem solving and solution selling. Why This Role Matters Direct Impact : Your client relationships and customer knowledge directly improve government services affecting millions of Californians. Career Growth : Join us at an inflection point - continue building something significant while advancing your own career. Meaningful Work : "In public sector consulting, it's hard to have a bad day. We assist those who help citizens. Your work matters and is valued here." Ready for Your Next Challenge? If you're an experienced sales person, passionate about government modernization, and excited about building something meaningful - we want to hear from you. All qualified candidates will be contacted for confidential discussion. Job Type: Full-time Pay: $130,000.00 - $160,000.00 per year Benefits: * 401(k) * Dental insurance * Health insurance * Paid time off * Vision insurance Application Question(s): * What are your non-negotiables regarding total cash compensation (Base + OTE) for a sales role? Experience: * Sales: 3 years (Required) Location: * Sacramento, CA 95833 (Required) Work Location: Hybrid remote in Sacramento, CA 95833