Public Sector Business Development Lead

The Opportunity

Sabot is seeking an accomplished Business Development Lead, Western Region Public Sector to expand our business with state government clients, with a primary focus on the States of California, Washington, and Oregon.

This is a senior, highly visible growth role for an individual who understands how business gets done within state government and has an established network of relationships across state agencies, departments, and the broader public-sector ecosystem.

The successful candidate will be a relationship-driven business developer who can open doors, identify meaningful opportunities, establish Sabot as a trusted partner, and build long-term relationships with senior government leaders. This individual will work closely with Sabot’s executive leadership and consulting teams to translate client needs into opportunities where Sabot’s capabilities can deliver measurable value.

While California will be the primary market, relationships and experience with state government organizations in neighboring Western states are highly desirable and may provide an opportunity to expand the role’s territory over time.

Key Responsibilities

California Public Sector Growth Acceleration

• Develop and execute Sabot’s business development and sales strategy for California state government.

• Leverage your established network of relationships to expand Sabot’s visibility, credibility, and access within state agencies and departments.

• Build and maintain trusted relationships with senior public-sector executives, technology leaders, program leaders, procurement stakeholders, and other key decision-makers and influencers.

• Identify emerging agency priorities, initiatives, programs, and challenges where Sabot’s capabilities can provide value.

• Create and maintain a strong pipeline of qualified opportunities and take ownership of opportunities from initial relationship development through contract award.

• Build on Sabot’s as a trusted advisor and strategic partner across an expanded portfolio of CA agencies.

Other States Business Establishment

• Develop and execute Sabot’s business development and sales strategy for other western state governments, including OR, WA, and NV.

• Leverage your established network of relationships to expand Sabot’s visibility, credibility, and access within state agencies and departments.

• Build and maintain trusted relationships with senior public-sector executives, technology leaders, program leaders, procurement stakeholders, and other key decision-makers and influencers.

• Identify emerging agency priorities, initiatives, programs, and challenges where Sabot’s capabilities can provide value.

• Create and maintain a strong pipeline of qualified opportunities and take ownership of opportunities from initial relationship development through contract award.

• Establish Sabot as a trusted advisor in these new markets

Relationship Development

• Maintain an active presence within the California and western state government communities

• Develop relationships across agencies and departments that create both near-term opportunities and sustainable long-term growth.

• Understand the organizational, political, procurement, budgetary, and operational dynamics that influence public-sector purchasing decisions.

• Develop relationships with complementary firms, technology providers, primes, subcontractors, and other ecosystem partners where those relationships can expand Sabot’s market opportunities.

• Represent Sabot at relevant public-sector conferences, industry events, association meetings, and executive forums.

Opportunity & Pipeline Management

• Develop and maintain a disciplined territory and account strategy for California and the other western states.

• Identify, qualify, prioritize, and advance opportunities consistent with Sabot’s capabilities and growth objectives.

• Maintain an accurate, forward-looking sales pipeline and forecast.

• Develop account strategies for priority agencies and departments.

• Monitor upcoming initiatives, procurements, contracts, budget priorities, and competitive activity.

• Participate in capture strategy, teaming decisions, proposals, presentations, negotiations, and other activities required to successfully close business.

Consultative Selling

• Develop a strong understanding of Sabot’s consulting capabilities and how they address the challenges facing public-sector executives and organizations.

• Work collaboratively with Sabot executives, consultants, and subject-matter experts throughout the business development process.

• Listen carefully to client needs and connect those needs with the appropriate Sabot capabilities and expertise.

• Help shape opportunities before formal procurements whenever possible by establishing relationships early and developing a strong understanding of client priorities.

• Maintain client relationships following an award to support successful delivery, client satisfaction, follow-on opportunities, and long-term account growth.

Market Expansion

For the initial performance period, California will be the primary responsibility of this position. Subsequent to success and momentum in California, the position will then broaden focus to develop opportunities in neighboring Western states where existing relationships, market knowledge, or strategic opportunities enable Sabot to develop stable books of business in these other regional states.

The Ideal Candidate

We are looking for an established public-sector business development leader with credibility, relationships, judgment, and a strong understanding of the California state-government market.

The strongest candidates will bring:

• Significant experience selling to, working with, or developing business within California state government.

• Experience selling consulting services, technology consulting, management consulting, or other complex professional services.

• An established and active network of relationships across California state agencies and departments.

• Demonstrated ability to develop trusted relationships with senior government executives and decision-makers.

• A strong understanding of how California state government operates, including agency decision-making, budgeting, procurement, contracting, and the broader vendor and partner ecosystem.

• A successful track record of originating, developing, and closing significant public-sector business.

• The executive presence and credibility to represent Sabot with senior government officials and business partners.

• Strong territory planning, account strategy, opportunity management, forecasting, and pipeline-management capabilities.

• The ability to operate independently, create opportunities, and build a market rather than relying solely on inbound leads or established opportunities.

• Excellent communication, presentation, negotiation, and relationship-management skills.

• A collaborative approach and the ability to engage Sabot executives and consulting professionals effectively throughout the sales process.

• High standards of integrity, judgment, professionalism, and business ethics.

• Knowledge and experience with developing consulting business in the other western states.

Preferred Experience

The following experience would be particularly valuable but is not required:

• Experience selling project/program management, independent oversight, technology strategy, transformation, governance, or related advisory services.

• Existing relationships with California state CIOs, technology executives, agency leadership, program executives, procurement leaders, or other senior decision-makers.

• Experience developing business through government contracting vehicles, competitive procurements, teaming arrangements, and strategic partnerships.

• Existing public-sector relationships in neighboring Western states.

• Experience building a territory or market for a consulting or professional-services organization.

What Success Looks Like

Success in this role will be measured by the Lead’s ability to significantly accelerate the growth of Sabot’s California public-sector revenues and earnings and then leverage that success to expand into other markets.

The successful Lead will:

• Expand the number and depth of Sabot’s relationships across California state government.

• Establish Sabot’s presence within priority agencies and departments.

• Develop a healthy pipeline of well-qualified opportunities.

• Consistently convert relationships and market intelligence into actionable opportunities.

• Win new clients and drive California revenue and earnings growth.

• Develop strategic partnerships to strengthen Sabot’s position in the California and broader state-government market.

Location and Travel

The successful candidate should be positioned to maintain a strong and consistent presence with California state government clients and prospects, particularly in Sacramento.

Travel throughout California and, periodically, to other Western states will be required based on client and business-development needs.

Compensation

$140K - $175K based on background and experience plus commissions, performance bonuses and comprehensive benefits package

About Sabot

Sabot provides objective consulting and advisory services that help organizations successfully plan, oversee, and execute complex technology and business initiatives. Our consultants work alongside client executives and teams as trusted advisors, bringing independent thinking, practical experience, and a commitment to successful client outcomes.