Enterprise Sales Lead

Esper

. Own the Northeast territory end-to-end and build and execute a territory plan .

Posted 10/28/2026full-timeRemote • United StatesSenior💰 $300,000 - $350,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in full-cycle sales to government entities, with a strong focus on sourcing, managing, and closing large, complex deals. Proven ability to navigate government procurement processes and build relationships with senior executives across multiple agencies.

Highest-signal resume keywords

Full-Cycle Sales ExperienceGovernment Procurement ProcessesValue-Based SellingComplex Deal ManagementProposal Negotiation

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 SalesDeal ClosingPipeline ManagementRFP NavigationContract NegotiationSales ForecastingProspectingValue Proposition DevelopmentCRM ManagementBudget Cycle Familiarity

Soft Skills

Excellent Communication SkillsConsultative SellingRelationship BuildingNegotiation SkillsMultithreading Deals

Industry Keywords

Government AccountsEnterprise DealsState GovernmentProcurement ProcessesDecision-Making StructuresContract VehiclesSales CyclesExecutive OverviewsCustomer TrendsCompetitive Intelligence

About the role

Key responsibilities & impact

Own the Northeast territory end-to-end and build and execute a territory plan
Generate, advance, and close large, complex enterprise deals with state government accounts
Advise government leaders on modernizing policy and regulatory creation, management, and publication
Source opportunities through networking, prospecting, outbound efforts, and SDR-generated meetings
Deliver executive overviews and tailored product demonstrations
Multithread deals across agency executives, program owners, procurement, legal, and IT stakeholders
Lead discovery and develop tailored value propositions tied to agency use cases and 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 final terms
Work with resellers and existing contract vehicles
Share customer trends, competitive intelligence, and product feedback with marketing, product, and leadership
Maintain accurate CRM records
Deliver accurate revenue forecasts
Represent Esper at industry events and conferences

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
Ability to travel up to 50% for on-site meetings and industry events

Benefits

Comp & perks

Being part of an innovative and collaborative team that will both support and challenge you
Significant opportunity for growth and ownership and to shape Esper for the long-term
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