Enterprise Account Executive

Descope; New York (NY, NJ); On-site; USD 150,000 - 170,000; Full time

Benefits offered by this job

Health, dental, vision

Flexible HSA & FSA options

Paid lunches

Annual development opportunities

Job summary

Descope is building a developer-first identity platform and is seeking an experienced enterprise SaaS sales leader to own and grow the New York and New Jersey territory. You will run end-to-end sales from prospecting to close, engaging CTOs, engineering, and security executives to align Descope’s identity solutions with business goals.

You will develop strategic territory plans, generate new logos, and collaborate with partners and internal teams to deliver predictable bookings.

Qualifications

• 7+ years of successful enterprise SaaS or cybersecurity solutions sales.
• Proven ability to build and own New York and New Jersey territory and consistently exceed targets.
• Experience selling to CTO-level and engaging Product, Engineering, Security, and Architecture leadership.
• Strong technical discovery skills and ability to communicate with developers and technical leaders.

Responsibilities

• Develop and execute a short- and long-term strategy to generate new logo pipeline in NYC and NJ.
• Meet and exceed revenue targets and drive territory growth.
• Build a territory plan that generates pipeline, advances opportunities, and delivers bookings.
• Identify and build relationships with key decision makers across Product, Engineering, Security, Architecture, and leadership.
• Own the full sales cycle from prospecting to negotiation and close.
• Communicate Descope’s value in terms of technical priorities and business goals.
• Leverage partners to identify and create new opportunities; collaborate with Solutions Engineering, Customer Success, Marketing, and leadership.
• Establish Descope’s presence in NY/NJ and travel as needed.

Skills

Enterprise SaaS sales

New York/New Jersey territory

CTO/VP/engineering alignment

Technical discovery

Executive communication & negotiation

Channel/partner development

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!

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
• 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 $170,00/ 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.