Strategic Account Executive - West

• 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 $150k - $2m

• 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 U.S. West Coast candidates. 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