Enterprise Account Executive
Descope · New York City · $150,000–$170,000 (stated in the posting)
About Descope
Descope is a developer-first identity provider for customers, partners, and AI agents. Our drag-and-drop approach to identity enables developers to easily deploy authentication, MFA, SSO, and MCP/AI agent authentication without writing custom code.
Descope is trusted by over 1000 organizations in production, including GoFundMe, Databricks, GoodRx, Linktree, and You.com. The company has $88M in seed funding led by Lightspeed and Notable Capital.
We're "descoping" agentic and external customer authentication work from developers' daily lives while helping organizations turn identity into a business enabler. Come join us!
What You’ll Do:
- Develop and execute a short and long term strategy for generating new logo pipeline across New York City and New Jersey
- Consistently meet and exceed revenue targets while driving year over year territory growth
- Build and execute a territory plan that generate pipeline, advances opportunities, and delivers predictable bookings
- Identify and build relationships with key decision makers across Product, Engineering, Security, Architecture, and executive leadership
- Own the complete sales cycle, from initial prospecting and technical discovery through negotiation and close
- Clearly communicate Descope’s value and connect modern identity solutions to each customer’s technical priorities and business goals
- Leverage technology partners, channel partners, and industry relationships to identify and create new opportunities
- Partner closely with Solutions Engineering, Customer Success, Marketing, and leadership to deliver an exceptional customer experience
- Build a strong presence for Descope across the New York and New Jersey market
- Travel throughout the territory as needed to develop relationships with customers, prospects, and partners
What We’re Looking For:
- 7 or more years of demonstrated success selling sophisticated enterprise SaaS or cybersecurity solutions
- A strong track record of building New York and New Jersey territories, acquiring new enterprise customers, and consistently exceeding revenue targets
- Experience selling to CTO organizations and engaging Product, Engineering, Security, and Architecture decision makers
- Strong technical discovery skills and the ability to communicate effectively with developers and technical leaders
- Experience connecting complex technical solutions to meaningful business outcomes
- Familiarity with identity, authentication, CIAM, developer tools, application security, or cloud infrastructure is strongly preferred
- Excellent communication, negotiation, and presentation skills across both technical and executive audiences
- A confident, driven, and collaborative approach, combined with the humility required to succeed as part of a team
Nice to Have:
- Experience successfully displacing established incumbent technologies and navigating complex migration or modernization initiatives
- An established network of enterprise technology, security, and engineering leaders across the New York and New Jersey market
- Experience selling CIAM, IAM, developer infrastructure, cybersecurity, or other highly technical platforms into large enterprises
- Demonstrated success building pipeline from the ground up through executive relationships, partners, events, and targeted outbound—not solely relying on inbound opportunities
- Strong relationships with technology partners, cloud providers, VARs, SIs, and other channel partners that can help create and accelerate opportunities
Benefits
- Health, sorted: Medical, dental, and vision with strong coverage and flexible HSA and FSA options
- Feel good, actually: Mental health support and wellness resources when you need them
- Future you will thank you: 401k plan with employer support to help you build long term
- More money in your pocket: Tax advantaged benefits for healthcare and dependent care
- Life happens, and we make space for it: maternity leave designed to support you when it matters most.
- Stay connected: Monthly internet allowance to support your work from anywhere
- Lunch is on us: Paid lunches when you’re working from the office
- Keep growing: Budget and opportunities for personal development, including courses and conferences
Descope is an equal opportunity employer. We hire people based on their skills and impact, nothing else. We’re committed to a fair and transparent process across every stage of employment.
Compensation
Base salary range: $150,000 to $170,000
Final offer will depend on experience, skills, location, and overall market data. We also consider leveling, scope, and internal equity to make sure offers are fair and consistent.
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