Sales Associate - Government Professional Services

Sales Associate – Government Professional Services

KAI Partners, Inc. (KAIP) is currently seeking a Sales Associate who is responsible for identifying, developing, and capturing business opportunities with California state agencies. This role is ideal for a results-driven individual with demonstrated success in selling professional services in the California public sector and familiarity with the Shipley Capture Management methodology.

Responsibilities include but are not limited to the following:

• Lead capture planning efforts using the Shipley methodology to improve win probability.
• Develop strategic relationships with procurement officers and program managers within California state agencies.
• Shape and influence potential contract opportunities through proactive engagement and intelligence gathering.
• Build a strong pipeline of professional services opportunities through diligent lead generation, client meetings, and networking.
• Collaborate closely with proposal, recruiting, and delivery teams to ensure seamless transition from capture to execution.
• Maintain detailed records of outreach activities, pipeline progress, and client engagement in the CRM system.
• Consistently meet or exceed assigned revenue targets and opportunity conversion goals.
• Represent KAIP at industry forums, trade shows, and client events to enhance visibility and brand awareness.
• Provide continuous feedback to KAIP leadership regarding market trends, agency needs, and service alignment.

Performance metrics (aligned to bonus plan):

• Revenue Targets: Achieving or surpassing specific dollar amounts in closed sales.
• Opportunity Conversion Goals: Meeting or exceeding conversion percentages from leads to closed deals.
• Pipeline Growth: Demonstrating measurable increases in value/volume of new opportunities within defined periods.
• Proactive Engagement & Intelligence Gathering: Establishing new strategic relationships with key procurement and program staff to shape opportunities.

Skills and qualifications:

• Lead capture planning efforts using the Shipley methodology to improve win probability.
• Develop strategic relationships with procurement officers and program managers within California state agencies.
• Shape and influence potential contract opportunities through proactive engagement and intelligence gathering.
• Build a strong pipeline of professional services opportunities through diligent lead generation, client meetings, and networking.
• Collaborate closely with proposal, recruiting, and delivery teams to ensure seamless transition from capture to execution.
• Maintain detailed records of outreach activities, pipeline progress, and client engagement in the CRM system.
• Consistently meet or exceed assigned revenue targets and opportunity conversion goals.
• Represent KAIP at industry forums, trade shows, and client events to enhance visibility and brand awareness.
• Provide continuous feedback to KAIP leadership regarding market trends, agency needs, and service alignment.

Work/Education experience:

• Bachelor's degree in business, Marketing, Public Administration, or a related field (or equivalent work experience).
• Shipley training or certification (Preferred).
• Minimum of 3–5 years of successful sales experience in professional services with public sector clients, preferably the State of California.
• Experience working within small-to-mid-sized consulting firms (Preferred).

Compensation range:

Base Salary: $60,000 - $70,000 (50%)

Sales-Based Bonus: Up to $60,000 - $70,000 annually (50%) based on performance metrics and closed sales.

KAI Partners, Inc. is a Northern California-based small business that offers world-class management consulting and technology services to public and private sector clients on a variety of large-scale projects.