Enterprise Sales Lead, West

present of AI; United States; On-site; USD 200,000 - 550,000; Full time

Benefits offered by this job

Territory planning

Procurement fluency

Multithreading stakeholders

Job summary

Esper is seeking a senior government sales leader to own the West territory end to end, building plans, sourcing opportunities, and closing large, complex deals with state and local government agencies. The role requires self-sourcing pipeline, collaboration with resellers, and managing proposals and contracts throughout multi-stakeholder cycles.

A strong candidate brings seven+ years of full-cycle government sales experience and a proven track record closing deals between $150K and $2M,

Qualifications

• At least seven years of full-cycle government sales experience.
• Record of closing deals between $150K and $2M.
• Comfort navigating long buying cycles with many stakeholders.
• Experience selling to state and local government agencies.

Responsibilities

• Own the West territory end to end: build a plan, source opportunities, and close large, complex deals with state and local government agencies.
• Self-source pipeline, collaborate with resellers, and manage proposals and contract negotiations.
• Navigate long sales cycles with multiple stakeholders and craft a compelling value story for each agency.

Skills

Territory planning

Procurement fluency

Multithreaded stakeholders

Job description

The role requires owning the West territory end to end, from building a plan and sourcing opportunities to closing large, complex deals with state and local government agencies. A strong candidate brings at least seven years of full cycle government sales experience, a record of closing deals between $150K and $2M, and comfort navigating long buying cycles with many stakeholders. They must also be able to self source pipeline, work with resellers, and manage proposals and contract negotiations.

How it fits the AI era

AI can help surface agency pain points, draft tailored proposals, and keep CRM records tidy, freeing time for relationship building. The human core remains reading a room of agency executives, building trust across procurement and legal, and crafting a value story that fits each agency's policy goals. This role stays human because government buying is still a trust and consensus game.

How it builds AI experience

Selling a policy management platform means learning how AI can help agencies draft, route, and publish regulations faster while keeping human review in the loop. A candidate can build this by studying how similar public sector tools use AI for document comparison and stakeholder input, then showing agencies where automation fits their approval process. That knowledge becomes a practical edge in discovery and demos.

Worth showing

• Territory planning
• Procurement and RFP fluency
• Multithreading stakeholders

This is our own read, written from the employer's posting and the company's Spotlight. The employer's posting is the source of truth for the role.

About Esper

Government policy management and regulatory rulemaking platform helping public sector agencies draft, approve, and publish institutional regulations