Enterprise Account Executive

Esper • Bellevue, WA

10h • Hybrid

About The Position

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.

Requirements

• 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.
• 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.
• Must be located within or closely aligned to the region of responsibility.

Nice To Haves

• Brings an existing book of business or trusted industry relationships.

Responsibilities

• 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.

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

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed
• Number of Employees: 101-250 employees