Enterprise Sales Lead

About Esper

Esper was founded in 2018 with the mission to empower dynamic and responsive policymaking in government. Esper’s goal is to align data, stakeholders, and public policy goals to streamline the policymaking process at all levels of Government. We imagine a world where policymaking is driven by data and insights from all stakeholders, and we are transforming traditional bureaucracy into a dynamic and flexible system that encourages innovation and collaboration.

Job description

Esper is seeking an Enterprise Sales Lead to own our West territory and lead all sales efforts across the region. This is a full-cycle, quota-carrying role focused on large, complex enterprise deals with state government agencies and tier 1 local governments. You will build and execute the territory plan, source new opportunities (with support from an SDR), develop a compelling value proposition for each agency, deliver executive-level and in-depth product demonstrations, multithread across agency executives and government personnel, own proposals and contract negotiations, partner with resellers, and drive every deal through close while forecasting accurately along the way. 

The ideal candidate is a self-starter with a proven record of closing large, enterprise grade customers.

What you’ll do

• Own the West territory end-to-end, building and executing a territory plan to generate, advance, and close large, complex enterprise deals with state government accounts.

• Act as a trusted advisor to government leaders on modernizing how policy and regulations are created, managed, and published.

• Source new opportunities through your own networking, prospecting, and outbound efforts, and partner closely with your SDR to convert SDR-generated meetings into qualified pipeline.

• Deliver high-level executive overviews and in-depth, tailored product demonstrations, adapting the message for agency leadership, policy staff, and technical stakeholders.

• Multithread every deal across agency executives and government personnel, from senior leadership and program owners to procurement, legal, and IT, building champions and consensus throughout long, multi-stakeholder buying cycles.

• Lead discovery to uncover agency pain points and build a tailored value proposition that ties Esper’s platform to each agency’s use cases, policy goals, and operational outcomes.

• Navigate competitive evaluations, including RFPs and formal procurements.

• Guide buyers through procurement, budget, and approval processes.

• Own the proposal and negotiation, from scoping and pricing through RFP responses, redlines, and final terms, in alignment with Esper’s pricing and deal standards.

• Work with resellers to leverage existing contract vehicles and streamline purchasing for government buyers.

• Share customer trends, competitive intelligence, and feedback on messaging and product with marketing, product, and leadership.

• Maintain accurate, up-to-date CRM records of opportunities, stakeholders, meetings, and next steps.

• Deliver accurate revenue forecasts.

• Represent Esper at industry events and conferences, promoting the company and connecting with decision-makers.

• Travel up to 50% for on-site meetings with prospects, customers, and for industry events.

What we’re looking for

• 7+ years of full-cycle, quota-carrying experience selling to government, with a proven track record of meeting and exceeding quota.

• Demonstrated success sourcing, managing, and closing large, complex deals ranging from $150K to $2M, with long sales cycles and multiple decision-makers.

• Proven ability to self-source meetings, pipeline, and deals through your own prospecting and network, while partnering effectively with SDRs.

• Experience multithreading deals and building relationships with senior government executives as well as program, procurement, and technical stakeholders.

• Experience working with resellers and cooperative or existing contract vehicles.

• Strong consultative, value-based selling and negotiation skills, including owning proposals and contract terms.

• Ability to manage multiple complex deals in parallel across a multi-state territory.

• Excellent verbal and written communication skills

• Deep familiarity with government procurement processes, including RFPs, budget cycles, and decision-making structures.

Location

• This is a remote position open to U.S.  candidates located on the West Coast.

Compensation

• $300,000-$350,000 (Base + Commission)

Perks and Benefits