Enterprise Account Executive

About the Role

Esper is seeking a high-performing Account Executive to drive net new customer acquisition and expand Esper’s presence across distributed device environments. This role is focused on building and winning new business within industries such as retail, QSR, telecom, and other operationally complex commercial accounts, managing large device fleets. The ideal candidate operates as an owner, treating their territory as a business, proactively creating pipelines, and leading complex sales cycles from initial engagement through close. This is a highly customer-facing role requiring significant time in the market with customers, partners, and industry events. Approximately 75% of time will be spent externally with customers and partners, and 25% internally aligning with cross-functional teams to drive execution, forecasting discipline, and deal progression. This position is best suited for individuals motivated by building, competing, and winning, not maintaining an inherited book of business.

What you'll do

• Own and grow a defined territory focused on net-new customer acquisition.
• Prospect, develop, and close complex multi-stakeholder SaaS opportunities across retail, QSR, telecom, and distributed commercial environments.
• Engage directly with IT, operations, procurement, and executive leadership to position Esper as strategic infrastructure for device lifecycle management.
• Build and leverage relationships with OEM manufacturers and ecosystem partners, including Samsung, Zebra, Lenovo, Dell, Qualcomm, Cisco, and IBM.
• Collaborate with VARs, distributors, and ISV partners to accelerate deal velocity and expand market reach.
• Lead full enterprise sales cycles, including discovery, technical alignment, commercial negotiation, and contract execution.
• Maintain disciplined pipeline management, forecasting accuracy, and CRM hygiene.
• Identify competitive displacement opportunities and successfully position Esper as the preferred alternative.
• Partner cross-functionally with Solutions Engineering, Product, Marketing, and Customer Engineering teams to ensure successful customer outcomes.

What We're Looking For

• 5+ years of SaaS sales experience in roles such as Enterprise or Commercial Account Executive or Strategic Account Executive.
• Proven experience selling Mobile Device Management (MDM), endpoint management, embedded OEM software, or infrastructure platforms.
• Demonstrated success selling into QSR, retail, telecom, or similarly distributed operational environments.
• Established enterprise network with Fortune 500 IT, infrastructure, or procurement decision makers.
• Track record of generating and closing net-new business opportunities.
• Experience co-selling with hardware manufacturers and ecosystem partners.
• Strong understanding of subscription-based SaaS sales models, including renewals, expansions, and multi-year agreements.
• Experience working within partner-led or channel-driven sales motions.
• Analytical and process-oriented approach to pipeline management, forecasting, and metrics such as CAC and LTV.

Core Attributes

• Immediate Market Access: Brings an existing book of business or trusted industry relationships.
• Ownership Mentality: Treats territory performance as personal accountability and drives outcomes independently.
• Scrappy with Bias for Action: Creates momentum, removes obstacles, and advances deals without waiting for perfect conditions.
• Intellectually Curious & Adaptable: Learns quickly, asks strong questions, and adjusts approach as markets evolve.
• Cultural Leader: Builds trust internally and externally. Elevates team performance through collaboration.

Proven Achievements

• Consistent quota attainment exceeding 100% across multiple years.
• Demonstrated ability to close complex, larger commercial account-sized deals ($50K–$250K+ ARR or greater).
• Successful competitive displacement of incumbent platforms.
• Strong forecasting discipline and territory ownership.

Additional Requirements

• Must be located within or closely aligned to the region of responsibility.
• This role is expected to involve approximately 50% travel, primarily focused on customer engagement, partner meetings, industry events, and on-site executive relationship-building. Success in this position is highly tied to being in front of customers and partners, driving strategic deals and expanding enterprise relationships in the market

Salary Band

$275K - $300K OTE

Perks & Benefits

• Medical, Dental, Vision 90% covered by the company
• Life insurance
• FSA (Medical & Dependent)
• 401K with a company match that vests immediately
• Pet insurance discount
• Unlimited time off policy with a mandatory 2 weeks off (minimum)
• Daily catered lunches
• Wide variety of snacks in the office
• Family Benefits: Maternity, Parental, Adoption, & Surrogacy leave
• Stand up desks with 36” curved widescreen monitors for each employee
• Team hikes and other fun events (e.g. mini-golf, bowling, board game nights, trivia, outdoor events, etc.) on a monthly basis

Don’t meet every single requirement?

Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. At Esper we are dedicated to building a diverse, inclusive and authentic workplace, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.