Enterprise Account Executive

About DescopeDescope 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! This role is open to candidates located within our Southeast U.S. territory, including Alabama, Arkansas, Florida, Georgia, Kentucky, Louisiana, Mississippi, North Carolina, South Carolina, Tennessee, Virginia, and West Virginia. What You’ll Do:Develop and execute a short and long term strategy for generating new logo pipeline across SoutheastConsistently meet and exceed revenue targets while driving year over year territory growthBuild and execute a territory plan that generate pipeline, advances opportunities, and delivers predictable bookingsIdentify and build relationships with key decision makers across Product, Engineering, Security, Architecture, and executive leadershipOwn the complete sales cycle, from initial prospecting and technical discovery through negotiation and closeClearly communicate Descope’s value and connect modern identity solutions to each customer’s technical priorities and business goalsLeverage technology partners, channel partners, and industry relationships to identify and create new opportunitiesPartner closely with Solutions Engineering, Customer Success, Marketing, and leadership to deliver an exceptional customer experienceBuild a strong presence for Descope across the Southeast marketsTravel 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 solutionsA strong track record of building Southeast territories, acquiring new enterprise customers, and consistently exceeding revenue targetsExperience selling to CTO organizations and engaging Product, Engineering, Security, and Architecture decision makersStrong technical discovery skills and the ability to communicate effectively with developers and technical leadersExperience connecting complex technical solutions to meaningful business outcomesFamiliarity with identity, authentication, CIAM, developer tools, application security, or cloud infrastructure is strongly preferredExcellent communication, negotiation, and presentation skills across both technical and executive audiencesA 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 initiativesAn established network of enterprise technology, security, and engineering leaders across the Southeast marketExperience selling CIAM, IAM, developer infrastructure, cybersecurity, or other highly technical platforms into large enterprisesDemonstrated success building pipeline from the ground up through executive relationships, partners, events, and targeted outbound—not solely relying on inbound opportunitiesStrong relationships with technology partners, cloud providers, VARs, SIs, and other channel partners that can help create and accelerate opportunities BenefitsHealth, sorted: Medical, dental, and vision with strong coverage and flexible HSA and FSA optionsFeel good, actually: Mental health support and wellness resources when you need themFuture you will thank you: 401k plan with employer support to help you build long termMore money in your pocket: Tax advantaged benefits for healthcare and dependent careLife 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 anywhereLunch is on us: Paid lunches when you’re working from the officeKeep 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. CompensationBase salary range: $150,000 to $170,00/On target earnings range: $225,000 to $255,000Final 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.