Sales Representative

Sales Representative

Location: Remote with Travel | Must Reside in the San Francisco Bay Area or Sacramento Area, CA

POSITION SUMMARY

21Tech Inc./Talent Table is seeking a results-driven Sales Representative with 5+ years of experience selling software and professional services. This individual will develop new business with city and county government clients, build lasting relationships with public-sector decision-makers, and position technology solutions and consulting services that address municipal needs. The role is remote with travel for client meetings, networking, and business development activities; candidates must reside in the extended San Francisco Bay Area.

KEY RESPONSIBILITIES

• Prospecting & New Business Development: Identify and pursue new opportunities through outbound outreach, networking, referrals, social selling, industry events, and targeted account research.
• Software & Professional Services Sales: Present and sell enterprise software solutions alongside consulting, implementation, integration, and related professional services.
• Pipeline Development & Qualification: Build and manage a qualified pipeline; assess customer needs, budgets, stakeholders, and purchasing timelines; maintain consistent follow-up.
• Client Engagement: Develop trusted relationships with city and county government clients, including department leaders, IT stakeholders, procurement teams, and executive decision-makers.
• Discovery & Solution Positioning: Conduct discovery discussions, understand business challenges, and communicate the value of 21Tech Inc./Talent Table solutions and services.
• Sales Cycle Management: Manage opportunities from initial outreach through discovery, demonstrations, proposals, negotiation, and closing, with leadership support as needed.
• Account & Market Research: Research city and county agencies, decision-makers, procurement cycles, solicitations, and upcoming technology initiatives to guide business development efforts.
• Proposals, Quotes & Sales Support: Collaborate with proposal writers, technical SMEs, and leadership on presentations, pricing, statements of work, and RFP/RFQ responses.
• CRM & Sales Activity Management: Maintain accurate contact, account, opportunity, activity, pipeline, and forecast information in CRM and sales-tracking systems.
• Partner & Channel Engagement: Build relationships with software partners, systems integrators, and other industry contacts to identify and develop opportunities.
• Marketing & Events: Represent 21Tech Inc./Talent Table at client meetings, conferences, networking events, and regional sales activities, including travel as needed.
• Team Collaboration & Growth: Work closely with Business Development, Sales, Professional Services, and executive leadership to advance pursuits and expand customer relationships.

REQUIREMENTS

• 5+ years of B2B sales experience with demonstrated exposure to both software sales and professional services sales.
• Experience selling enterprise software, technology consulting, implementation services, or related business solutions.
• Demonstrated success in prospecting, qualifying opportunities, developing pipeline, and advancing deals through the sales cycle.
• Ability to articulate the business value of software products and associated consulting or implementation services.
• Excellent verbal and written communication skills, including discovery, presentations, relationship-building, and negotiation.
• Comfort engaging business leaders, technical stakeholders, and executive decision-makers.
• Experience collaborating with solution consultants, technical teams, and sales leadership on client opportunities.
• Ability to manage multiple accounts, prospects, opportunities, and deadlines in a fast-paced environment.
• Self-motivated, organized, resilient, and comfortable working independently in a remote, client-facing role.
• Proficiency with CRM and sales-tracking tools, Microsoft Office, LinkedIn, and modern prospecting methods.
• Ability to learn enterprise technology solutions, customer industries, and 21Tech Inc./Talent Table service offerings.
• Experience selling software or professional services to city and county governments, including familiarity with public-sector procurement and RFP processes, is strongly preferred. EAM experience is not required.
• Bachelor’s degree in Business Administration, Marketing, Sales, Communications, Information Technology, Computer Science, or a related field preferred.
• Remote work arrangement with travel required for client meetings, networking, and business development; candidates must reside within the extended San Francisco Bay Area.