Enterprise Sales Lead, Southeast

Esper; Washington (District of Columbia); Remote; USD 300,000 - 350,000; Full time

Benefits offered by this job

Growth opportunity and equity

Paid holidays and unlimited PTO

Medical/dental/vision insurance

401(k) with employer match

Remote work stipend

Equipment allowance

Volunteer/community time off

Job summary

Esper is seeking an Enterprise Sales Lead to own the southeast territory and lead full-cycle, quota-carrying sales with state government agencies and local governments. You will source opportunities, deliver executive-level demos, negotiate contracts, and forecast revenue across a multi-state region.

The ideal candidate has a proven track record closing large, enterprise-grade government accounts, with strong networking, resellers collaboration, and deep procurement process experience.

Qualifications

• 7+ years of full-cycle, quota-carrying experience selling to government.
• Proven success closing large, complex enterprise deals with multiple decision-makers.
• Ability to self-source meetings and build pipeline.
• Experience multithreading deals and engaging senior government executives.
• Experience working with resellers or existing contract vehicles.
• Strong consultative, value-based selling and negotiation skills.
• Excellent verbal and written communication abilities.
• Deep familiarity with government procurement processes, including RFPs and budget cycles.

Responsibilities

• Own the southeast territory end-to-end, building and executing a plan to generate, advance, and close large, complex deals with state and local government accounts.
• Act as a trusted advisor to government leaders on modernizing policy creation, management, and publication.
• Source new opportunities through networking and outbound efforts; partner with SDR to convert meetings into qualified pipeline.
• Deliver executive-level product demonstrations tailored to agency leadership and technical stakeholders.
• Multithread deals across agency executives and procurement, building champions and consensus.
• Lead discovery to uncover agency pain points and craft a tailored value proposition linking Esper’s platform to use cases and outcomes.
• Navigate RFPs, procurements, and competitive evaluations.
• Guide buyers through procurement, budget, and approval processes.
• Own proposals and contract terms from scoping to redlines in line with pricing standards.
• Collaborate with resellers to leverage contract vehicles for government buyers.
• Share customer insights with marketing, product, and leadership; maintain accurate CRM records and revenue forecasts.
• Represent Esper at industry events and travel up to 50% for on-site meetings.

Skills

Full-cycle selling

Enterprise deals

Prospecting & networking

Multithreading deals

Reseller partnerships

Consultative selling

Deal negotiation

Communication skills

Government procurement

Job description

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 southeast 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 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 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 in the southeast.

Compensation

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

Perks and Benefits

• Being part of an innovative and collaborative team that will both support and challenge you


• Significant opportunity for growth and ownership and to shape Esper for the long-term


• Competitive salary and equity at a growing company


• Paid holidays & unlimited PTO


• Medical, dental, and vision insurance


• Generous parental & sick leave


• 401(k) retirement plan with employer match


• Short- and long-term disability & life insurance


• Flexible spending account (FSA)


• Work anniversary equity grants


• Monthly stipend to offset remote work expenses


• Office equipment allowance


• Paid Time Off to participate in volunteer/community events