Director of Sales

About Esper

Esper was founded in 2018 with the mission to empower dynamic and responsive policymaking in Government. Esper's goal is to align existing data, stakeholders, and public policy goals to streamline the policymaking process at all levels of Government. We imagine a world where policymaking is driven by data and insights from all stakeholders — and we are transforming traditional bureaucracy into a dynamic and flexible system that encourages innovation and collaboration.

About the Role

Esper is hiring a Director of Sales to own and scale our new business revenue engine. This is a player-coach role for a proven govtech sales leader who can close strategic deals themselves while building the team, process, and culture needed to grow. You'll report to the Chief Revenue Officer and work closely with Marketing, Product, Professional Services, and Customer Success to drive new logo acquisition and expansion across state and local government.

This is the right role for someone who's done it before in a complex, trust-driven public sector market, and is ready to build something from the ground up.

What You'll Do

Lead and develop the sales team

• Recruit, hire, onboard, and coach a growing team of Account Executives and Sales Development Representatives across U.S. territories

• Set individual and team quotas, build performance frameworks, and hold the team accountable to consistent execution

• Model the behaviors and sales motions you expect from your team - this is a player-coach role, and you'll carry your own book of business

Own revenue outcomes

• Own the revenue number for new business across your team's territories

• Deliver accurate weekly, monthly, and quarterly forecasts to the Chief Revenue Officer and executive team

• Build and maintain a healthy pipeline across territories through a mix of outbound, partner, event, and inbound channels

Drive strategic deals

• Personally lead and close high-value, complex deals ($150K–$2M+) with state and local governments

• Navigate government procurement processes, RFPs, cooperative purchasing vehicles, and multi-stakeholder buying committees

• Serve as a management sponsor on key accounts and be prepared to travel 25–35% of the time for on-site meetings and industry events

• Expand Esper’s presence from State to Local and Federal Government markets

Build the sales infrastructure

• Leverage repeatable sales processes, playbooks, and qualification frameworks (e.g., MEDDIC/MEDDPICC)

• Partner with Marketing and Product Marketing to ensure the team is equipped with sharp messaging, battle cards, and competitive positioning

• Own Hubspot CRM hygiene standards and pipeline management discipline across the team

Be a cross-functional leader

• Work closely with Professional Services and Customer Success to ensure smooth handoffs and strong post-sale outcomes

• Feed market and competitive intelligence back to Product and Marketing to inform roadmap and GTM strategy

• Represent the Sales function as a part of Esper’s Extended Leadership team

• Represent Esper at industry conferences, associations, and events - you are a visible presence in the govtech community

What You'll Bring

• 7-10+ years of B2G sales experience, with at least 3 years in a sales leadership or management role

• Proven track record selling to state and local government, with deep familiarity with government procurement, budget cycles, and multi-stakeholder decision-making; bonus for Federal Government sales experience

• 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

• Strong 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

• Experience with govtech, regtech, legaltech, or other regulated enterprise markets is a strong plus

Location

This is a hybrid position based in Austin, TX, with a minimum in-office requirement of 3 days per week.

Compensation

Competitive base salary plus performance-based commission and equity. Compensation structured on a 50/50 base/variable split, commensurate with experience.

Perks and Benefits

• Being a part of an innovative and collaborative team that will both support and challenge you

• Significant opportunity for growth, 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