Enterprise Account Executive

About the Role

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.

Responsibilities

• 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 generates 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

Requirements

• 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

• Medical, dental, and vision with strong coverage and flexible HSA and FSA options
• Mental health support and wellness resources
• 401k plan with employer support
• Tax-advantaged benefits for healthcare and dependent care
• Maternity leave designed to support you when it matters most
• Monthly internet allowance to support your work from anywhere
• Paid lunches when you’re working from the office
• Budget and opportunities for personal development, including courses and conferences

Pay

Base salary range: $150,000 to $170,000
On target earnings range: $225,000 to $255,000
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.