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About the role
Key responsibilities & impact- 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
Requirements
What you’ll need- 7-10+ years of B2G sales experience, with at least 3 years in a sales leadership or management role
- Proven track record selling to state and local government, with deep familiarity with government procurement, budget cycles, and multi-stakeholder decision-making; bonus for Federal Government sales experience
- Demonstrated success building or scaling a sales team in an early-stage or growth-stage SaaS company
- Experience managing and closing enterprise deals in the $150K–$2M+ range
- Strong command of consultative selling methodologies and pipeline management
- Exceptional communication and executive presence — comfortable presenting to C-suite and government leadership alike
- Hands-on approach: you're not just a manager, you're a seller who leads by example
- Values coaching a sales and sales development team with varied levels of experience
- Experience with govtech, regtech, legaltech, or other regulated enterprise markets is a strong plus
Benefits
Comp & perks- Being a part of an innovative and collaborative team that will both support and challenge you
- Significant opportunity for growth, ownership, and to shape Esper for the long-term
- Competitive salary and equity at a growing early-stage company
- Paid holidays & unlimited PTO
- Medical, dental, and vision insurance
- Generous parental & sick leave
- 401(k) retirement plan with employer match
- Short/long-term disability & life insurance
- Flexible spending account (FSA)
- Work anniversary equity grants
- Monthly stipend to offset remote work expenses
- Office equipment allowance
- Paid time off to participate in volunteer/community events
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
B2G salessales leadershipconsultative selling methodologiespipeline managemententerprise deal closingsales team buildingrevenue forecastinggovernment procurement processesRFP navigationMEDDIC/MEDDPICC
Soft Skills
communicationexecutive presencecoachingleadershipaccountabilitystrategic thinkingcross-functional collaborationpresentation skillsrelationship buildinghands-on management