Founding Account Executive

Esper r; Los Angeles (CA); Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Health coverage

Dental coverage

Vision coverage

Job summary

Esper is building the first repeatable sales motion for teams facing programmable traffic protection across websites, APIs, and edge infrastructure. You will own early revenue conversations end to end, helping technical buyers connect urgent abuse problems to Esper deployments.

You will run discovery with engineering, security, platform, and executive buyers, develop account strategy, and partner with the founding team to create a repeatable sales process and compelling business cases.

Qualifications

• Experience selling technical B2B software to engineering, security, platform, or infra teams.
• Excellent discovery, qualification, follow-up, and written communication habits.
• Ability to understand a technical product deeply to earn buyer trust without overselling.

Responsibilities

• Own qualified opportunities from discovery through close and handoff.
• Build pipeline through targeted outbound, founder-led referrals, events, and account research.
• Develop account strategy for companies facing scraping, API abuse, credential attacks, or fraud pressure.
• Run crisp discovery with engineering, security, platform, and executive buyers.
• Partner with technical teammates on evaluations, pilots, mutual action plans, and business cases.
• Feed the early GTM motion with notes on messaging, objections, pricing, packaging, and repeatable sales process.

Skills

Technical B2B software sales

Discovery and qualification

CRM hygiene

Account research

Outbound pipeline building

Job description

Build the first repeatable sales motion for teams that need programmable traffic protection across websites, APIs, and edge infrastructure.

About the role

You will own early revenue conversations end to end, helping technical buyers connect urgent abuse problems to successful Esper deployments.

What you will do

• Own qualified opportunities from discovery through close and handoff.
• Build pipeline through targeted outbound, founder-led referrals, events, and thoughtful account research.
• Develop account strategy for companies facing scraping, API abuse, credential attacks, or fraud pressure.
• Run crisp discovery with engineering, security, platform, and executive buyers to understand pain, urgency, and success criteria.
• Partner with technical teammates on evaluations, pilots, mutual action plans, and business cases.
• Feed the early GTM motion with sharp notes on messaging, objections, pricing, packaging, and repeatable sales process.

What we are looking for

• Experience selling technical B2B software to engineering, security, platform, or infrastructure teams.
• Excellent discovery, qualification, follow-up, and written communication habits.
• Ability to understand a technical product deeply enough to earn buyer trust without overselling.
• Comfort building pipeline and process in an early-stage environment where the playbook is still forming.
• Strong ownership, clean CRM hygiene, and good judgment about where to spend time.
• Competitive salary, commission, and meaningful equity.
• Health, dental, and vision coverage.
• Direct influence on Esper's earliest GTM motion.
• Direct partnership with the founding team.