Director of Sales

Esper•Austin, TX

6d•Hybrid

About The Position

Esper is hiring a Director of Sales to own and scale our new business revenue engine. This is a player-coach role for a proven govtech sales leader who can close strategic deals themselves while building the team, process, and culture needed to grow. You'll report to the Chief Revenue Officer and work closely with Marketing, Product, Professional Services, and Customer Success to drive new logo acquisition and expansion across state and local government. This is the right role for someone who's done it before in a complex, trust-driven public sector market, and is ready to build something from the ground up.

Requirements

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

Nice To Haves

Federal Government sales experience
Experience with govtech, regtech, legaltech, or other regulated enterprise markets is a strong plus

Responsibilities

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