Enterprise Sales Lead

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

📋 Description

• Take full ownership of the Northeast territory, developing and implementing a comprehensive territory strategy.

• Identify, progress, and finalize substantial, intricate enterprise agreements with state government entities.

• Provide guidance to government officials on the modernization of policy and regulatory frameworks, including creation, management, and publication.

• Generate opportunities through networking, proactive outreach, and meetings arranged by Sales Development Representatives (SDRs).

• Present executive summaries and customized product demonstrations.

• Engage with multiple stakeholders across agency executives, program managers, procurement, legal, and IT departments.

• Conduct discovery sessions and create customized value propositions linked to specific agency use cases and desired outcomes.

• Navigate competitive assessments, Requests for Proposals (RFPs), and formal procurement processes.

• Assist buyers through the procurement, budgeting, and approval stages.

• Manage proposals and negotiations from initial scope and pricing discussions to final agreement terms.

• Collaborate with resellers and utilize existing contract frameworks.

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

• Ensure accurate records in the Customer Relationship Management (CRM) system.

• Deliver reliable revenue forecasts.

• Represent Esper at industry events and conferences.

⛳️ Requirements

• Minimum of 7 years of full-cycle, quota-carrying sales experience with government clients, demonstrating a consistent record of meeting or exceeding sales targets.

• Proven track record in sourcing, managing, and closing large, intricate deals valued between $150K and $2M, characterized by lengthy sales processes and multiple decision-makers.

• Established capability to independently source meetings, build a pipeline, and close deals through personal networking and effective collaboration with SDRs.

• Experience in managing multiple threads of deals and cultivating relationships with senior government officials, as well as program, procurement, and technical stakeholders.

• Familiarity with working alongside resellers and utilizing cooperative or existing contractual agreements.

• Strong consultative selling and negotiation abilities, with a focus on managing proposals and contractual terms.

• Capacity to oversee numerous complex deals simultaneously across a multi-state territory.

• Excellent verbal and written communication skills.

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

• Willingness to travel up to 50% for in-person meetings and industry events.

🏝️ Benefits

• Join an innovative and collaborative team that will provide both support and challenges.

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

• Competitive salary and equity in a growing organization.

• Paid holidays and unlimited paid time off (PTO).

• Comprehensive medical, dental, and vision insurance coverage.

• Generous parental and sick leave policies.

• 401(k) retirement plan with employer matching contributions.

• Short-term and long-term disability insurance, as well as life insurance.

• Flexible spending account (FSA) options.

• Equity grants for work anniversaries.

• Monthly stipends to help cover remote work expenses.

• An allowance for office equipment.

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