Esper Account Executive Interview Guide 2026

What is an Account Executive at Esper?

The role of Account Executive at Esper is pivotal in driving the company's growth and ensuring the successful deployment of mobile device management solutions. As an Account Executive, you will be responsible for engaging with potential clients to understand their needs, presenting tailored solutions, and ultimately closing deals that contribute to the company's revenue and market presence. This position is not only about selling; it’s about building relationships and ensuring that clients derive maximum value from Esper’s innovative products.

The impact of this role extends beyond numbers. You will be part of a team that shapes how organizations manage mobile devices, enhancing productivity and security for users worldwide. By collaborating closely with cross-functional teams, including product development and marketing, you will help refine product offerings and enhance the user experience. This strategic influence makes the Account Executive role at Esper both exciting and essential.

Common Interview Questions

In preparing for your interview, expect questions that assess your skills, experiences, and fit for Esper. The questions outlined below are representative of what you may encounter, drawn from feedback on 1point3acres.com. While they serve as a guide, the actual questions may vary by team or interviewer.

Sales Acumen

This category evaluates your understanding of sales processes and your ability to close deals effectively.

How do you approach a cold call to a potential client?
Can you describe a time when you turned a no into a yes?
What sales methodologies are you familiar with, and how have you applied them?
How do you prioritize leads in your pipeline?
Describe a challenging sales situation and how you navigated it.

Product Knowledge

Expect questions that test your familiarity with Esper’s products and industry.

How would you explain our products to a non-technical client?
What trends do you see in mobile device management, and how should we adapt?
Can you discuss a competitor’s product and how it compares to Esper's offerings?
What feedback have you received from clients about similar products?
How do you keep yourself updated on industry developments?

Behavioral / Leadership

These questions will explore your past experiences and how they shape your approach to teamwork and leadership.

Describe a time when you had to work with a difficult team member.
How do you handle stress and pressure in a sales environment?
Can you share an example of how you motivated your team to achieve a goal?
What do you value most in a workplace culture?
How would your previous colleagues describe your work style?

Problem-solving / Case Studies

This category assesses your analytical skills and your approach to solving client challenges.

How would you approach a client who is dissatisfied with our service?
What steps would you take to identify and resolve a potential barrier to closing a deal?
Given a hypothetical sales scenario, what strategies would you employ to secure a contract?
How do you determine the best solution for a client's specific needs?
Describe a time when you had to think outside the box to solve a problem.

Culture Fit / Values

Expect questions that gauge your alignment with Esper's values and culture.

What motivates you to work in sales?
How do you align your personal values with your professional responsibilities?
Can you describe a time when you contributed to a positive team culture?
How do you handle ethical dilemmas in a sales context?
Why do you want to work for Esper specifically?

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Practice questions from our question bank

Curated questions for Esper from real interviews. Click any question to practice and review the answer.

Easy

Metrics

Explain LTV to SaaS Client

Explain LTV for a SaaS client, calculate it from churn and margin, and show how to use it with CAC for acquisition decisions.

LTV

Diagnosis

Easy

Strategy

Build Outbound Pipeline Engine

Design an outbound strategy using cold calling, cold email, and social selling to generate enough net-new pipeline to support ARR growth.

Go-to-Market

Growth Strategy

Estimation

Easy

Strategy

Differentiate S&P Global vs Moody’s

Differentiate S&P Global and Moody’s by business mix, moats, and growth durability, then recommend which is the better strategic partner.

Competitive Analysis

Moats

Go-to-Market

Easy

Behavioral & Leadership

Influencing Without Formal Authority

Tests influence without authority: aligning stakeholders through data, empathy, and ownership to drive a decision and measurable outcome.

Influence Without Authority

Communication

Stakeholder Management

Easy

Execution

Stabilize Difficult Client Discovery Process

Plan a 6-week pilot to improve difficult Google sales conversations across 24 AEs without slowing pipeline progression.

Trade-offs

Success Criteria

Risk Assessment

Easy

Behavioral & Leadership

Handling Post-Interview Ghosting Professionally

Tests ownership and judgment when a stakeholder goes silent after strong engagement, including follow-up strategy, prioritization, and professionalism.

Dealing With Ambiguity

Communication

Ownership

Easy

Behavioral & Leadership

Responding to Tough Feedback

Tests coachability and ownership: can you take hard feedback, act on it, and improve measurable sales outcomes?

Leadership

Communication

Ownership

Medium

Sales & Customer

Late-Stage Discount Negotiation Response

Handle a week-11 procurement demand for a 40% discount using value-based negotiation, stakeholder mapping, and disciplined deal control.

Easy

Strategy

Build Databricks Competitive Intel Motion

Design a practical way for a Databricks AE to track market trends and competitors, then use that insight to improve territory strategy and win rates.

Market Sizing

Competitive Analysis

Go-to-Market

Easy

Execution

Improve Feedback Loop for Google Ads

Plan an 8-week rollout to improve how advertiser feedback is captured and used across 22 Google Ads accounts before renewals.

Trade-offs

Success Criteria

Risk Assessment

Easy

Execution

Recover a Mismanaged Google Ads Launch

Recover a Google Ads launch after overcommitting on GA4 and enhanced conversions readiness, while protecting client trust and revenue.

Trade-offs

Success Criteria

Risk Assessment

Easy

Execution

Recover a Delayed Google Ads Launch

Plan a 6-week recovery for a delayed Google Ads seasonal launch with feed, tracking, creative, and legal blockers.

Trade-offs

Success Criteria

Risk Assessment

Easy

Sales & Customer

Prioritize the First OpenAI Pilot

Choose and justify the best first OpenAI pilot by balancing ROI, feasibility, stakeholder alignment, and time-to-value.

Easy

Behavioral & Leadership

Handling Reference Requests Professionally

Tests ownership and judgment in handling sensitive end-of-process reference requests with professionalism, clarity, and stakeholder management.

Communication

Ownership

Stakeholder Management

Easy

Product Sense

Position Databricks Platform Features

Frame the most important Databricks platform features for enterprise buyers, tying them to user needs, product vision, and prioritization.

Use Cases

Value Proposition

Product Vision

Medium

Strategy

Build C-Suite Trust at Meta

Design a strategy for a Meta AE to build C-suite trust at a large retailer and grow Meta from a tactical channel to a strategic partner.

Value Proposition

Competitive Analysis

Go-to-Market

Easy

Behavioral & Leadership

Evaluating Role Fit and Growth

Assesses how intentionally you evaluate role fit, career goals, and trade-offs under ambiguity, with ownership for the decision and outcome.

Dealing With Ambiguity

Prioritization

Ownership

Hard

Sales & Customer

Post-Loss Deal Process Reset

Explain a recent lost deal, diagnose the process failure, and show the concrete sales changes you made afterward.

Hard

Sales & Customer

Forecast OpenAI Consumption Revenue

Explain a structured methodology for forecasting OpenAI API consumption revenue using discovery inputs, ramp assumptions, and scenario planning.

Easy

Sales & Customer

Navigate a Complex OpenAI Enterprise Deal

Describe an end-to-end enterprise sales process, emphasizing buying committee mapping, stakeholder influence, and cross-functional execution in a complex OpenAI deal.

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Getting Ready for Your Interviews

Preparation is key to success in your interviews at Esper. You should focus on understanding the company’s products, market positioning, and sales strategies. The following evaluation criteria will guide your preparation:

Role-related Knowledge – This criterion assesses your understanding of the mobile device management industry and your ability to articulate how Esper’s products meet client needs. Demonstrate your knowledge through relevant examples from your past experiences.

Problem-solving Ability – Interviewers will evaluate how you approach challenges, especially in sales scenarios. Practice structuring your responses to highlight your analytical thinking and creativity in overcoming obstacles.

Leadership – As an Account Executive, you need to influence clients and collaborate with your team. Show how you lead by example, communicate effectively, and inspire others to achieve shared goals.

Culture Fit / Values – Esper values a collaborative and innovative work environment. Be prepared to discuss how your personal values align with the company’s mission and culture.

Interview Process Overview

The interview process at Esper is designed to be thorough yet efficient, reflecting the company's commitment to finding the right fit for both the role and the organizational culture. Candidates typically experience a multi-stage process that includes initial screenings, interviews with various team members, and possibly practical assessments related to sales scenarios.

The overall flow usually starts with a phone screen, followed by interviews with key stakeholders, including your potential manager and cross-functional team members. The interviews often focus on both your technical skills and your interpersonal abilities, as collaboration is key in this role. Expect a rigorous yet respectful process, as Esper aims to create a positive experience for all candidates.

The visual timeline illustrates the stages of the interview process, from initial contact to final discussions. Use this to manage your preparation, ensuring you allocate time for each phase and approach each interview with a fresh perspective. Familiarize yourself with the expectations at each stage to enhance your performance.

Deep Dive into Evaluation Areas

Understanding how you will be evaluated is crucial to your preparation for the Account Executive role at Esper. Below are several key evaluation areas, each critical to your success in the interview process.

Sales Strategies

This area focuses on your ability to develop and implement effective sales strategies. Interviewers will look for your understanding of the sales cycle and how you adapt your approach based on client needs.

Understanding Customer Needs – How do you identify and prioritize the needs of clients?
Closing Techniques – What techniques do you find most effective in closing deals?
Sales Metrics – How do you track and measure your sales performance?

Example questions include:

How would you approach a new market segment?
Describe a time when you met or exceeded your sales targets.

Client Relationship Management

This evaluation area assesses your ability to build and sustain relationships with clients. Strong performance here involves demonstrating empathy and understanding the client's journey.

Building Rapport – What methods do you use to establish trust with clients?
Managing Expectations – How do you handle situations where client expectations might not align with reality?

Example scenarios may involve discussing how you've managed long-term client relationships or resolved conflicts.

Communication Skills

Effective communication is essential in sales. Expect questions that gauge your ability to convey your thoughts clearly and persuasively.

Verbal and Written Skills – How do you tailor your communication style to different audiences?
Active Listening – Describe a situation where active listening helped you in a sales context.

Example questions:

How do you ensure clarity when presenting complex information to clients?
Can you share an experience where your communication skills made a significant impact?

Adaptability and Resilience

These traits are vital in the dynamic world of sales. Interviewers will assess how you cope with challenges and adapt to changing circumstances.

Handling Rejection – How do you cope with rejection in sales?
Adapting to Change – Provide an example of how you've adapted your strategy in response to market changes.

Example questions may include scenarios where you had to pivot your approach quickly based on new information.

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Interview Guides

Esper

What is an Account Executive at Esper?

Common Interview Questions

Sales Acumen

Product Knowledge

Behavioral / Leadership

Problem-solving / Case Studies

Culture Fit / Values

See every interview question for this role

Practice questions from our question bank

Sign up to see all questions

Getting Ready for Your Interviews

Interview Process Overview

Deep Dive into Evaluation Areas

Sales Strategies

Client Relationship Management

Communication Skills

Adaptability and Resilience

Sign up to read the full guide

Key Responsibilities

Role Requirements & Qualifications

Frequently Asked Questions

Other General Tips

Summary & Next Steps