Enterprise Sales Lead

This is a fully remote position, open to applicants in United States.

📋 Description

• Take full ownership of the southeast territory, developing and implementing a territory strategy to generate, progress, and finalize large, complex enterprise contracts with state government clients.

• Serve as a trusted advisor to governmental leaders on modernizing the creation, management, and publication of policies and regulations.

• Identify new opportunities through networking, prospecting, and proactive outreach, collaborating with an SDR to convert meetings into a qualified pipeline.

• Present executive summaries and customized product demonstrations to agency leadership, policy teams, and technical stakeholders.

• Manage multiple threads of deals involving agency executives and government personnel, including those from procurement, legal, and IT departments.

• Lead discovery sessions and create tailored value propositions aligned with agency use cases, policy objectives, and operational results.

• Navigate competitive assessments, including RFPs and formal procurement processes.

• Assist buyers in understanding procurement, budgeting, and approval processes.

• Oversee proposals and negotiations from the initial scoping and pricing stages through to RFP submissions, redlines, and final agreements.

• Collaborate with resellers to utilize existing contract vehicles and facilitate government purchasing.

• Provide insights on customer trends, competitive intelligence, and feedback on products and messaging to marketing, product teams, and leadership.

• Maintain precise records in the CRM system.

• Deliver reliable revenue forecasts.

• Represent Esper at industry events and conferences.

• Travel up to 50% for on-site meetings and industry-related events.

⛳️ Requirements

• 7+ years of full-cycle, quota-carrying sales experience in government sectors, with a proven history of achieving and surpassing sales targets.

• Demonstrable success in sourcing, managing, and closing substantial, complex deals valued between $150K and $2M, involving lengthy sales cycles and multiple decision-makers.

• Proven capability to independently source meetings, build a pipeline, and close deals through personal prospecting and networking, while effectively collaborating with SDRs.

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

• Familiarity with working alongside resellers and utilizing cooperative or existing contract vehicles.

• Strong consultative and value-based selling skills, including the ability to manage proposals and contract negotiations.

• Ability to handle multiple complex deals simultaneously across a multi-state territory.

• Excellent verbal and written communication abilities.

• In-depth understanding of government procurement processes, including RFPs, budgeting cycles, and decision-making frameworks.

🏝️ Benefits

• Join an innovative and collaborative team that will both support and challenge you.

• Significant opportunities for growth and ownership, allowing you to shape the future of Esper.

• Competitive salary and equity at a rapidly growing company.

• Paid holidays and unlimited PTO.

• Comprehensive medical, dental, and vision insurance.

• Generous parental and sick leave policies.

• 401(k) retirement plan with employer matching.

• Short- and long-term disability and life insurance options.

• Flexible spending account (FSA).

• Equity grants for work anniversaries.

• Monthly stipend for remote work expenses.

• Office equipment allowance.

• Paid Time Off to engage in volunteer and community initiatives.