Remote Southeast Government Enterprise Sales Lead

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

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.