Government Sales Manager, Strategic Accounts

About Esper

Founded in 2018, Esper empowers dynamic and responsive policymaking in government. Our mission is to align data, stakeholders, and public policy goals to streamline the policymaking process across all levels of government. By transforming traditional bureaucracy into a dynamic and flexible system, Esper fosters innovation and collaboration, enabling policymaking to be driven by data and insights.

Job description

Esper is seeking a Government Sales Manager, Strategic Accounts, with at least five years of proven experience in selling to governments to join our sales team. The ideal candidate will be adept at managing multi-state territories, sourcing deals, handling end-to-end sales cycles, building a qualified sales pipeline, accurately forecasting revenue, and exceeding sales quotas. The role requires a self-starter who thrives in a fast-paced, evolving environment and is passionate about using mission-driven technology to improve government operations. This role reports to the Head of Growth.

What you’ll do

- Manage and execute the full sales cycle, from prospecting to closing deals with local government accounts in the assigned territory.

- Serve as a trusted expert in government operations for policy creation, management, and publication.

- Source State and Local Government opportunities.

- Conduct expert-level discovery calls and product demonstrations with prospects.

- Identify customer pain points and align Esper’s solutions to address them effectively.

- Navigate competitive sales opportunities by successfully positioning Esper as the go-to choice for local governments.

- Assist buyers in navigating procurement processes to ensure smooth and efficient contracting.

- Build and maintain a strong pipeline of prospective clients within the assigned region.

- Host 7+ weekly prospect meetings in-person and online. 

- Maintain accurate and up-to-date CRM records of deals, meetings, and activities.

- Provide accurate revenue forecasts on a weekly, monthly, and quarterly basis.

- Conduct market research to uncover new trends and opportunities in government policymaking.

- Represent Esper at industry events and conferences, promoting the company and connecting with decision-makers.

- Collaborate with marketing, professional services, operations, and product teams to deliver a seamless client experience.

- Offer feedback to product and leadership teams to refine Esper’s offerings based on client insights.

- Share best practices with sales colleagues on successful messaging, strategies, and approaches to drive growth across the broader team.

- Travel for on-site prospect meetings 25-33% of the time

What we’re looking for

- At least 5 years of successful experience selling to government, with a proven track record of meeting and exceeding quotas.

- Demonstrated success in managing and closing deals ranging from $50k - $750k.

- Proven ability to source meetings, leads, and deals independent of SDR assistance.

- Strong consultative selling and negotiation capabilities.

- Ability to manage multiple accounts and projects simultaneously.

- Excellent verbal and written communication skills.

- Familiarity with government procurement processes and decision-making structures.

Location

- This is a remote position open to candidates in the continental United States.

Compensation

- Annual salary + commission and other performance-based incentives

Perks and Benefits

- Being a 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 early-stage company

- Paid holidays & unlimited PTO

- Medical, dental, and vision insurance

- Generous parental & sick leave

- 401(k) retirement plan with employer match

- Short/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