Enterprise Account Manager

About Esper

Esper revolutionizes device management by redefining what it should be: a driver of business growth. With advanced and modern capabilities, automation replaces outdated workflows, re-provisioning becomes obsolete, and managing by exception transforms efficiency, resulting in increased efficiency, improved ROI, and bolsters security for device fleets of all sizes. Esper has been recognized as number 735 on Inc. Magazine's  fastest-growing private companies in America, and 133 on the 2024 Deloitte Technology Fast 500.

Some of the world’s most innovative brands, like Google, Doordash, Taco Bell, Clinical ink, SF 49ers, and Intelity, rely on Esper to deliver exceptional device experiences. Esper partners with the leading mobile device hardware manufacturers, solution providers, and distributors globally.

As an Enterprise Account Manager, you own the post-sale outcome for a portfolio of active enterprise logos. Your job is not relationship management — it is deployment, execution, and expansion. You close the gap between contract sign and first device live, then drive that deployment from initial install to full fleet scale. You are compensated on what actually gets deployed and what you personally drive to grow, not on organic expansion or renewals alone.

Our best enterprise accounts started small and scaled by orders of magnitude. That scaling comes from the Enterprise Account Manager removing friction, identifying the next division, and connecting the customer's operational reality to Esper's product surface.

The ideal candidate has a post-sale track record with documented ownership of deployment outcomes and self-initiated expansion — not just renewal management or relationship maintenance. Technical fluency at the device operations layer is required. The ability to hold a credible conversation about device provisioning, fleet configuration, and MDM architecture without routing every question to Engineering is non-negotiable.

• Drive first-100-devices-live for every new logo within 90 days of contract sign. Own the calendar, the escalation path, and every blocker between contract and deployment. If it does not deploy, it is not a win.
• Scale deployments from initial install to full fleet. Identify the path initial rollout to MoQ and beyond: additional divisions, new geographies, adjacent device categories, and Esper product expansion (Foundation OS, Airwave, Insite).
• Initiate and close expansion within your book. Find the next division, the next use case, the next product layer. Expansion is a deliberate, AM-driven activity — not a passive receipt of credit from an account that happens to grow.
• Own portfolio-level retention. Churn, payment delays, and stalled deployments are AM problems. Hold gross retention above 95% across your book.
• Manage renewals and document expansion forecasts for each account. Develop accurate ARR forecasts and maintain Salesforce hygiene on all opportunities, device milestones, and next actions.
• Design and deliver QBRs in partnership with the Technical Implementation Management team. Surface deployment progress, expansion opportunities, and product gaps to both the customer and Esper leadership.
• Engage VP and C-level executive sponsors at strategic accounts to demonstrate business value and unlock cross-divisional expansion.
• Serve as the internal voice of the customer. Advocate for product gaps and deployment blockers with Product & Engineering, and surface patterns across your book that inform roadmap prioritization.
• Estimated travel: 15%.

• You have owned post-sale outcomes — not just managed accounts. You can separate the expansion you personally drove from what the customer drove on their own. You are technically fluent at the device operations layer and comfortable in conversations about MDM, device provisioning, and fleet configuration with minimal Engineering support.
• Experience managing enterprise accounts with technically complex deployments — device management, MDM, IoT platforms, field operations software, logistics tech, or similar.
• 4 to 7 years in a post-sale role with documented ownership of expansion outcomes…