Esper

Revenue Operations

• The Revenue Operations Manager will unify and optimize operations across Sales, Professional Services, Customer Success and Marketing teams.
• You will design the processes, own the systems, and provide strategic insights that drive predictable revenue growth and organizational alignment.
• You will own the complete go-to-market operations framework, from lead generation to customer acquisition and through to customer retention and expansion.
• You will lead the development of comprehensive revenue analytics, unified reporting systems, and strategic planning processes that enable data-driven decision making across all revenue-generating functions.
• You will report to the Head of Finance and partner closely with Sales, Customer Success, Professional Services, Marketing and the CEO.
• Establish stage definitions and enforce hygiene standards to inform short and long term forecasting efforts.
• Build the territory model to ensure comprehensive coverage.
• Own the GTM systems - Fathom, Hubspot, Teamwork, Pursuit.
• Design and administer compensation plans across new logo, expansion, implementation and renewals.
• Forecast PS demand off the sales pipeline, allocate consultants and project managers across active engagements, track utilization, recoverability, and bench time.
• Standardize SOWs, scope-of-work pricing, and change-order processes.
• Build comprehensive end-to-end analytics and dashboards to analyze performance across the entire funnel.
• Inform pricing decisions with hard data on win rates, deal size, and competitive context.
• Own the integration story across CRM, marketing, PS tooling, and BI.
• Partner with Finance on annual planning, scenario modeling, and the metrics that go to the board and to investors.

Revenue Operations Manager

Sales

• Lead and develop the sales team
• Recruit, hire, onboard, and coach a growing team of Account Executives and Sales Development Representatives across U.S. territories
• Set individual and team quotas, build performance frameworks, and hold the team accountable to consistent execution
• Model the behaviors and sales motions you expect from your team - this is a player-coach role, and you'll carry your own book of business
• Own revenue outcomes
• Own the revenue number for new business across your team's territories
• Deliver accurate weekly, monthly, and quarterly forecasts to the Chief Revenue Officer and executive team
• Build and maintain a healthy pipeline across territories through a mix of outbound, partner, event, and inbound channels
• Drive strategic deals
• Personally lead and close high-value, complex deals ($150K–$2M+) with state and local governments
• Navigate government procurement processes, RFPs, cooperative purchasing vehicles, and multi-stakeholder buying committees
• Serve as a management sponsor on key accounts and be prepared to travel 25–35% of the time for on-site meetings and industry events
• Expand Esper’s presence from State to Local and Federal Government markets
• Build the sales infrastructure
• Leverage repeatable sales processes, playbooks, and qualification frameworks (e.g., MEDDIC/MEDDPICC)
• Partner with Marketing and Product Marketing to ensure the team is equipped with sharp messaging, battle cards, and competitive positioning
• Own Hubspot CRM hygiene standards and pipeline management discipline across the team
• Be a cross-functional leader
• Work closely with Professional Services and Customer Success to ensure smooth handoffs and strong post-sale outcomes
• Feed market and competitive intelligence back to Product and Marketing to inform roadmap and GTM strategy
• Represent the Sales function as a part of Esper’s Extended Leadership team
• Represent Esper at industry conferences, associations, and events - you are a visible presence in the govtech community

Director of Sales

Product Marketing

• Be a critical partner of Product Management to ensure the messaging, positioning, product updates, and other content are in sync internally to Esper and externally to the market.
• Run product launches end-to-end — Project-manage launches from kickoff to post-launch. Draft launch messaging within our existing positioning and brand frameworks, and produce the sales enablement (decks, playbooks, training, demo scripts) reps need to sell.
• Become a buyer expert — Conduct customer and prospect interviews, run competitive research, and synthesize what you learn into briefs, updated persona docs, and talk tracks across our government verticals.
• Produce content that closes deals — Create demo videos, use-case guides, one-pagers, webinars, and GTM playbooks that get used
• Leverage AI to synthesize a corpus of GTM, company, customer, and market intelligence to inform positioning and messaging decisions, and facilitate collaboration with Product Management.
• Run the customer proof engine — Interview customers, write outcome-powered case studies and reference content, and maintain a fresh library of ROI stories, peer validation quotes, and reference customers ready for sales to use across every vertical.
• Keep launches grounded in the Esper story — Make sure new features and products consistently tie back to our platform narrative in every asset—so launches feel like chapters of one story, not isolated drops.
• Enable the revenue team — Train Sales, SDRs, and CS on our differentiators and competitive positioning. Build and maintain the battle cards, competitive briefings, and objection-handling assets the team actually uses—and surface competitive insight back to GTM team
• Drive feature adoption — Work with Sales, CS/PS teams to push adoption of features tied to bookings, retention, and expansion. Surface competitive and market data that informs pricing and packaging conversations.
• Work with modern tools — Use AI, automation, and modern workflows across launches, content production, demos, and enablement.
• Position the growing Esper ecosystem as the go-to for the public sector and other similar verticals.

Product Marketing Manager

Product Manager

• Develop deep product intuition by meeting with our customers and understanding the technical parts of our product.
• Partner closely with engineering to design and ship thoughtful, scalable products that solve real customer problems
• Own the end to end product lifecycle, paying special attention to the last mile of getting products into customers hands
• Translate customer needs into clear product direction and prioritized roadmaps
• Engage directly with customers. Ask sharp questions, uncover pain points, and communicate value effectively
• Bring structure and organization to fast-moving, ambiguous problems. People rely on you to synthesize information and communicate a plan.
• Leverage AI tools meaningfully in your day-to-day work to move faster and make better decisions

Revenue Operations Manager

Director of Sales

Product Marketing Manager

Principal Product Manager