Sales Associate

What You’ll Be Doing

• Own a pipeline of inbound and self-sourced GovCon prospects from first touch to Implementation.
• Run consultative product demos tailored to each prospect's contracting profile
• Manage accounts through the conversion funnel and drive activation
• Qualify inbound and outbound leads using structured discovery frameworks, surfacing budget, authority, need, and timeline signals.
• Research target accounts using tools like GovWin IQ, and CA eMarket solutions to identify active solicitations, contract vehicles, and key procurement stakeholders.
• Maintain accurate and timely CRM hygiene, logging activities, contacts, and opportunity progression.
• Work with channel partners (resellers, system integrators) to co-develop state and local opportunities, particularly around contract vehicles such as DGS SLP, CMAS, and NASPO Cloud.
• Contribute to sales playbooks, messaging experiments, and persona-based outreach sequences - you'll have a real voice in how we go to market.
• Attend industry events, conferences, and government procurement convenings in the Sacramento area to build pipeline and brand awareness.

Requirements

• 2+ years of experience in SaaS sales, familiar with government affairs, procurement, or a closely related field.
• Have achieved Close-won ARR in GovTech and B2G Environment (able to share details of past performance).
• Genuine curiosity about how government procurement works and a belief that better software can improve public outcomes.
• Clear, confident communicator; both written and verbal with the ability to tailor your message to a CPO, Contracting Officer, a CIO, or a deputy director.
• Comfort with ambiguity and a bias toward action; this is a high-growth environment where you'll help define how we operate.
• Familiarity with state and local procurement concepts is a strong plus -State Contracting Manual (SCM), SLP, NASPO, StateRAMP, contract vehicles, and similar terminology.
• Negotiate pricing and terms within established guardrails; coordinate with Sales leadership on enterprise deals.
• Located in the Sacramento, CA area.

Additional information

If the job posting is listed as hybrid or an employee is located within 30 miles of one of our hub cities (San Francisco and Washington, DC), hybrid work is required.

Benefits

• OTE: $200,000-$220,000
• Stock options (details at offer stage)
• 100% benefits coverage for employee
• 401K Profit Share plan
• Flexible PTO
• Home office stipend
• Comprehensive wellness benefits
• Commuter stipend for hybrid roles