Strategic Account Executive - West Coast

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.

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