Enterprise Sales Lead, Northeast

Esper•Gresham, OR

7d•$300,000 - $350,000•Remote

About The Position

Esper is seeking an Enterprise Sales Lead to own the Northeast territory and lead sales efforts across the region. This is a full-cycle, quota-carrying role focused on large, complex enterprise deals with state government agencies and tier 1 local governments. The role involves building and executing a territory plan, sourcing new opportunities, developing tailored value propositions, delivering executive-level and in-depth product demonstrations, engaging stakeholders across agencies, owning proposals and contract negotiations, partnering with resellers, and guiding deals through close while forecasting accurately. The position is remote and open to U.S. candidates located in the Northeast. Travel of up to 50% is expected for on-site meetings with prospects and customers and for industry events. Compensation is $300,000–$350,000 (base plus commission).

Requirements

At least 7 years of full-cycle, quota-carrying experience selling to government, with a record of meeting and exceeding quota.
Demonstrated success sourcing, managing, and closing large, complex deals ranging from $150,000 to $2 million, with long sales cycles and multiple decision-makers.
Ability to self-source meetings, pipeline, and deals through prospecting and networking while partnering effectively with SDRs.
Experience multithreading deals and building relationships with senior government executives and program, procurement, and technical stakeholders.
Experience working with resellers and cooperative or existing contract vehicles.
Strong consultative, value-based selling and negotiation skills, including ownership of 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.

Responsibilities

Own the Northeast territory end-to-end and build and execute a plan to generate, advance, and close large, complex enterprise deals with state government accounts.
Advise government leaders on modernizing how policy and regulations are created, managed, and published.
Source opportunities through networking, prospecting, and outbound efforts, and partner with the SDR to qualify SDR-generated meetings into pipeline.
Deliver executive overviews and tailored product demonstrations for agency leadership, policy staff, and technical stakeholders.
Engage agency executives and government personnel across long buying cycles to build champions and consensus.
Lead discovery and develop value propositions aligned to agency use cases, policy goals, and operational outcomes.
Navigate competitive evaluations, including RFPs and formal procurements.
Guide buyers through procurement, budget, and approval processes.
Own proposals and negotiations, including scoping, pricing, RFP responses, redlines, and final terms, in alignment with company standards.
Work with resellers to use existing contract vehicles and streamline government purchasing.
Share customer trends, competitive intelligence, and feedback on messaging and product with marketing, product, and leadership.
Maintain accurate CRM records of opportunities, stakeholders, meetings, and next steps.
Deliver accurate revenue forecasts.
Represent Esper at industry events and conferences.
Travel up to 50% for on-site prospect and customer meetings and industry events.