Esper
govtech
DirectorofSales
“Director of Sales at Esper. Skills: sales leadership, revenue generation, strategic deal closing, team building, government sales. Own and scale Esper's new business revenue engine. Lead and develop the sales team”
What You'll Achieve.
Own and scale our new business revenue engine; Drive new logo acquisition and expansion; Own revenue outcomes; Deliver accurate weekly, monthly, and quarterly forecasts; Build and maintain a healthy pipeline; Personally lead and close high-value, complex deals; Ensure smooth handoffs and post-sale outcomes
Industry & Context.
travel 25–35% of the time
What They're Looking For.
Must Have
7-10+ years of B2G sales experience, at least 3 years in a sales leadership or management role, Proven track record selling to state and local government, deep familiarity with government procurement, budget cycles, and multi-stakeholder decision-making, 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, 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 Have
Federal Government sales experience, Experience with govtech, regtech, legaltech, or other regulated enterprise markets is a plus
What You'll Do.
Own and scale Esper's new business revenue engine
Lead and develop the sales team
and coach a growing team of Account Executives and Sales Development Representatives
Set individual and team quotas
build performance frameworks
and hold the team accountable
Carry your own book of business
Own revenue outcomes for new business across your team's territories
Deliver accurate weekly
and quarterly forecasts
Build and maintain a healthy pipeline
Personally lead and close high-value
Navigate government procurement processes
cooperative purchasing vehicles
and multi-stakeholder buying committees
Serve as a management sponsor on key accounts
Expand Esper’s presence from State to Local and Federal Government markets
Build the sales infrastructure
Leverage repeatable sales processes
and qualification frameworks
Partner with Marketing and Product Marketing to ensure the team is equipped with sharp messaging
and competitive positioning
Own Hubspot CRM hygiene standards and pipeline management discipline
Be a cross-functional leader
Work closely with Professional Services and Customer Success to ensure smooth handoffs and post-sale outcomes
Feed market and competitive intelligence back to Product and Marketing
Represent the Sales function as a part of Esper’s Extended Leadership team
Represent Esper at industry conferences
How You'll Work.
Team & Collaboration
Work closely with Marketing, Product, Professional Services, and Customer Success to drive new logo acquisition and expansion; Partner with Marketing and Product Marketing; Work closely with Professional Services and Customer Success to ensure smooth handoffs and post-sale outcomes; Feed market and competitive intelligence back to Product and Marketing; Represent the Sales function as a part of Esper’s Extended Leadership team
Communication Scope
Exceptional communication; executive presence; comfortable presenting to C-suite and government leadership alike
Process & Methodology
pipeline management
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