Enterprise Account Executive

Descope; Boston (MA); On-site; USD 150,000 - 165,000; Full time

Job summary

Descope is a developer-first identity provider; we enable authentication, MFA, SSO, and CIAM integrations with a focus on developers. We’re seeking a senior sales leader located in the Boston area to drive new logo pipelines across the US North East.

You will own the full sales cycle from prospecting to close, articulate Descope’s value to VP and CTO audiences, and collaborate with Solutions Engineering and partners to deliver outcomes that align with customer business goals.

Qualifications

• 7+ years of demonstrated success selling sophisticated enterprise SaaS or cybersecurity solutions.
• Strong track record of building US East North Central territories, acquiring new enterprise customers, and exceeding revenue targets.
• Experience selling to CTO organizations and engaging Product, Engineering, Security, and Architecture decision makers.
• Excellent communication, negotiation, and presentation skills across technical and executive audiences.

Responsibilities

• Develop and execute a short and long term strategy for generating new logo pipelines across US North East territory.
• 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 customer priorities and business goals
• Leverage technology partners, channel partners, and industry relationships to identify opportunities
• Partner with Solutions Engineering, Customer Success, Marketing, and leadership to deliver an exceptional customer experience
• Build a strong presence for Descope across the US North East market
• Travel throughout the territory as needed to develop relationships with customers, prospects, and partners

Skills

Enterprise SaaS sales

CTO stakeholder engagement

Technical discovery

Developer communication

Territory planning

Job description

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!

The ideal candidate will be located in Boston, Massachusetts.

The territory includes Connecticut, Delaware, Rhode Island, Massachusetts, New Hampshire, Vermont, Maine, Toronto, and Montreal.

What You'll Do:

• Develop and execute a short and long term strategy for generating new logo pipelines across US North East territory.
• 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 US North East 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 US East North Central 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 US North East 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

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 $165,000

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.