Enterprise Sales Lead

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

📋 Description

• Take full ownership of the West territory by developing and implementing a comprehensive territory strategy aimed at generating, progressing, and closing large, intricate enterprise deals with state government accounts.

• Serve as a trusted advisor to government officials on the modernization of policy and regulatory creation, management, and publication processes.

• Identify new opportunities through networking, prospecting, and outbound initiatives, collaborating with an SDR to transform meetings into a qualified sales pipeline.

• Provide executive summaries and customized product demonstrations for agency leadership, policy teams, and technical stakeholders.

• Engage multiple stakeholders across agency executives and government personnel, including senior leadership, program managers, procurement officers, legal teams, and IT departments.

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

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

• Guide clients through procurement, budgeting, and approval workflows.

• Manage proposals and negotiations from scoping and pricing to RFP responses, redlines, and final agreements.

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

• Communicate customer trends, competitive insights, and product feedback to marketing, product teams, and leadership.

• Keep precise CRM records.

• Provide accurate revenue forecasts.

• Represent Esper at industry events and conferences.

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

⛳️ Requirements

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

• Demonstrated success in sourcing, managing, and closing large, complex deals ranging from $150K to $2M, often involving long sales cycles and numerous decision-makers.

• Proven track record of self-sourcing meetings, building a pipeline, and closing deals through personal prospecting and networking, while effectively partnering 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 skills in consultative, value-based selling and negotiation, particularly in managing proposals and contract terms.

• Ability to concurrently manage multiple complex deals across a multi-state territory.

• Exceptional verbal and written communication skills.

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

• Candidates must reside on the U.S. West Coast.

🏝️ Benefits

• 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.

• Flexible spending account (FSA).

• Equity grants on work anniversaries.

• Monthly stipend to help cover remote work expenses.

• Office equipment allowance.

• Paid time off for participation in volunteer and community events.

• Significant opportunities for growth, ownership, and the ability to influence the long-term direction of Esper.

• Be part of an innovative and collaborative team that will support and challenge you.