Government Sales Manager - Strategic Accounts

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June 21

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Esper

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Esper is reimagining the future of app and device management for dedicated devices. Rather than follow the standard approach to device management delivering a watered down implementation, Esper focuses on the needs of developers helping them move their app and device management from a portal-based approach into code. We deliver scalable APIs with SDKs, tools, and a specially designed Console streamlining the entire application lifecycle. Across development, test, deployment, management, and support Esper gives developers and admins a new approach for dedicated devices. We specialize in Android, the most popular mobile OS on the planet with over 2 billion active users which is increasingly the OS of choice for dedicated devices.

51 - 200 employees

📋 Description

• 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

🎯 Requirements

• 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.

🏖️ 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