Enterprise Sales Lead

Esper

. Own the West territory end-to-end, building and executing a territory plan to generate, advance, and close large, complex enterprise deals with state government accounts .

Posted 10/27/2026full-timeRemote • United StatesSenior💰 $300,000 - $350,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates extensive experience in full-cycle sales to government entities, with a strong focus on building relationships, managing complex deals, and navigating procurement processes. Proven ability to deliver tailored value propositions and effectively communicate with senior stakeholders across multiple decision-making levels.

Highest-signal resume keywords

Full-Cycle Sales ExperienceGovernment Procurement ProcessesValue-Based SellingComplex Deal ManagementRelationship Building

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Quota-Carrying SalesNegotiation SkillsProposal ManagementRFP ResponsePipeline ManagementSales ForecastingContract Terms OwnershipProspectingDeal ClosingMultithreading Deals

Soft Skills

Excellent Communication SkillsConsultative SellingNetworking

Tools & Technologies

CRM Software

Industry Keywords

Government AccountsEnterprise DealsState GovernmentBudget CyclesDecision-Making StructuresContract VehiclesAgency LeadershipTechnical StakeholdersCompetitive EvaluationsCustomer Trends

About the role

Key responsibilities & impact

Own the West territory end-to-end, building and executing a territory plan to generate, advance, and close large, complex enterprise deals with state government accounts
Act as a trusted advisor to government leaders on modernizing how policy and regulations are created, managed, and published
Source new opportunities through networking, prospecting, and outbound efforts, partnering with an SDR to convert meetings into qualified pipeline
Deliver executive overviews and tailored product demonstrations for agency leadership, policy staff, and technical stakeholders
Multithread deals across agency executives and government personnel, including senior leadership, program owners, procurement, legal, and IT
Lead discovery and build tailored value propositions tied to agency use cases, policy goals, and operational outcomes
Navigate competitive evaluations, RFPs, and formal procurements
Guide buyers through procurement, budget, and approval processes
Own proposals and negotiations from scoping and pricing through RFP responses, redlines, and final terms
Work with resellers to leverage existing contract vehicles and streamline government purchasing
Share customer trends, competitive intelligence, and messaging and product feedback with marketing, product, and leadership
Maintain accurate CRM records
Deliver accurate revenue forecasts
Represent Esper at industry events and conferences
Travel up to 50% for on-site meetings and industry events

Requirements

What you’ll need

7+ years of full-cycle, quota-carrying experience selling to government, with a proven track record of meeting and exceeding quota
Demonstrated success sourcing, managing, and closing large, complex deals ranging from $150K to $2M, with long sales cycles and multiple decision-makers
Proven ability to self-source meetings, pipeline, and deals through your own prospecting and network, while partnering effectively with SDRs
Experience multithreading deals and building relationships with senior government executives as well as program, procurement, and technical stakeholders
Experience working with resellers and cooperative or existing contract vehicles
Strong consultative, value-based selling and negotiation skills, including owning proposals and contract terms
Ability to manage multiple complex deals in parallel across a multi-state territory
Excellent verbal and written communication skills
Deep familiarity with government procurement processes, including RFPs, budget cycles, and decision-making structures
Candidates must be located on the U.S. West Coast

Benefits

Comp & perks

Competitive salary and equity at a growing company
Paid holidays & unlimited PTO
Medical, dental, and vision insurance
Generous parental & sick leave
401(k) retirement plan with employer match
Short- and 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
Significant opportunity for growth and ownership and to shape Esper for the long-term
Being part of an innovative and collaborative team that will both support and challenge you