Enterprise Sales Lead - Government (Remote, Equity)

Esper; Brewster Heights (NY); Remote; USD 300,000 - 350,000; Full time

Benefits offered by this job

Being part of an innovative and collab

Growth and ownership opportunities

Competitive salary and equity

Paid holidays & unlimited PTO

Medical, dental, and vision insurance

Parental & sick leave

401(k) employer match

Disability & life insurance

FSA

Remote work stipend

Equipment allowance

Volunteer time off

Job summary

Esper is seeking an Enterprise Sales Lead to own the southeast territory and drive large, complex enterprise deals with state government agencies and top local governments. This remote role requires building a territory plan, sourcing opportunities, and delivering compelling executive-level demonstrations.

The ideal candidate closes multi-million deals, manages long sales cycles, and collaborates with resellers to accelerate procurement. }

Qualifications

• 7+ years of full-cycle, quota-carrying experience selling to government.
• Demonstrated success sourcing, managing, and closing large, complex deals ranging from $150K to $2M.
• Proven ability to self-source meetings, pipeline, and deals while coordinating with SDRs.
• Experience multithreading deals with senior government executives and procurement teams.
• 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, especially with government stakeholders.
• Deep familiarity with government procurement processes, including RFPs, budget cycles, and decision-making structures.

Responsibilities

• Own the southeast 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 policy creation, management, and publication.
• Source new opportunities via networking and outbound efforts, partnering with SDR to convert meetings to pipeline.
• Deliver high-level executive overviews and tailored product demonstrations for agency leadership and technical staff.
• Multithread deals across agency executives and procurement, building champions and consensus.
• Lead discovery to uncover agency pain points and align Esper’s platform to policy goals and outcomes.
• Navigate RFPs and formal procurements throughout the sales cycle.
• Guide buyers through procurement, budget, and approval processes.
• Own proposals and negotiations from scoping to final terms in line with pricing standards.
• Collaborate with resellers to leverage contract vehicles for government buyers.
• Share customer trends and competitive intelligence with marketing and leadership.
• Maintain accurate CRM records of opportunities, stakeholders, and next steps.
• Deliver accurate revenue forecasts.
• Represent Esper at industry events and conferences, traveling up to 50%.

Skills

Full-cycle Gov sales

Prospecting

Executive engagement

Negotiation

RFPs & procurement

Multi-state territory

Job description

Esper is seeking an Enterprise Sales Lead to own the southeast territory and drive large, complex enterprise deals with state government agencies and top local governments. This remote role requires building a territory plan, sourcing opportunities, and delivering compelling executive-level demonstrations.

The ideal candidate closes multi-million deals, manages long sales cycles, and collaborates with resellers to accelerate procurement. }