Director of Sales

About the RoleEsper 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 has done it before in a complex, trust‑driven public sector market, and is ready to build something from the ground up.What You'll DoLead and develop the sales teamRecruit, hire, onboard, and coach a growing team of Account Executives and Sales Development Representatives across U.S. territoriesSet individual and team quotas, build performance frameworks, and hold the team accountable to consistent executionModel the behaviors and sales motions you expect from your team - this is a player‑coach role, and you'll carry your own book of businessOwn revenue outcomesOwn the revenue number for new business across your team's territoriesDeliver accurate weekly, monthly, and quarterly forecasts to the Chief Revenue Officer and executive teamBuild and maintain a healthy pipeline across territories through a mix of outbound, partner, event, and inbound channelsDrive strategic dealsPersonally lead and close high‑value, complex deals ($150K–$2M+) with state and local governmentsNavigate government procurement processes, RFPs, cooperative purchasing vehicles, and multi‑stakeholder buying committeesServe as a management sponsor on key accounts and be prepared to travel 25–35% of the time for on‑site meetings and industry eventsExpand Esper's presence from State to Local and Federal Government marketsBuild the sales infrastructureLeverage 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 positioningOwn Hubspot CRM hygiene standards and pipeline management discipline across the teamBe a cross‑functional leaderWork closely with Professional Services and Customer Success to ensure smooth handoffs and strong post‑sale outcomesFeed market and competitive intelligence back to Product and Marketing to inform roadmap and GTM strategyRepresent the Sales function as a part of Esper's Extended Leadership teamRepresent Esper at industry conferences, associations, and events - you are a visible presence in the govtech communityWhat You'll Bring7-10+ years of B2G sales experience, with at least 3 years in a sales leadership or management roleProven 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 experienceDemonstrated success building or scaling a sales team in an early‑stage or growth‑stage SaaS companyExperience managing and closing enterprise deals in the $150K–$2M+ rangeStrong command of consultative selling methodologies and pipeline managementExceptional communication and executive presence — comfortable presenting to C‑suite and government leadership alikeHands‑on approach: you're not just a manager, you're a seller who leads by exampleValues coaching a sales and sales development team with varied levels of experienceExperience with govtech, regtech, legaltech, or other regulated enterprise markets is a strong plusLocationThis is a hybrid position based in Austin, TX, with a minimum in‑office requirement of 3 days per week.CompensationCompetitive base salary plus performance‑based commission and equity. Compensation structured on a 50/50 base/variable split, commensurate with experience.Perks and BenefitsBeing a part of an innovative and collaborative team that will both support and challenge youSignificant opportunity for growth, ownership, and to shape Esper for the long‑termCompetitive salary and equity at a growing early‑stage companyPaid holidays & unlimited PTOMedical, dental, and vision insuranceGenerous parental & sick leave401(k) retirement plan with employer matchShort/long‑term disability & life insuranceFlexible spending account (FSA)Work anniversary equity grantsMonthly stipend to offset remote work expensesOffice equipment allowancePaid time off to participate in volunteer/community events#J-18808-Ljbffr