Enterprise Account Executive, Australia

Descope; Melbourne (KY); On-site; USD 104,000 - 167,000; Full time

Job summary

Descope, a developer-first identity provider, is seeking a founding Account Executive to build and lead Australian enterprise sales from Melbourne or Sydney. You will own the full sales cycle, craft territory strategies, and drive significant logo acquisition for our security and identity platform.

Ideal candidates have 7+ years selling sophisticated enterprise SaaS or cybersecurity solutions, with a proven track record in Australia and the ability to engage CTOs and senior technical leaders.

Qualifications

• 7+ years of enterprise SaaS or cybersecurity sales experience.
• Proven ability to build Australian territories and exceed targets.
• Experience selling to CTOs and engaging product, engineering, and security leaders.
• Strong technical discovery and ability to translate tech into business value.
• Excellent communication, negotiation, and presentation skills.

Responsibilities

• Develop and execute a short and long term strategy for generating new logo pipeline across Australia.
• Meet and exceed revenue targets and drive territory growth.
• Create and execute a territory plan to generate pipeline and bookings.
• Build relationships with key decision makers across Product, Engineering, Security, and leadership.
• Own the complete sales cycle from prospecting to close.
• Communicate Descope’s value in terms of technical priorities and business goals.
• Leverage partners and industry relationships to create new opportunities.
• Collaborate with Solutions Engineering, Customer Success, Marketing, and leadership to deliver a great customer experience.
• Establish a strong Descope presence in the Australian market.
• Travel across the territory as needed to develop relationships.

Skills

Enterprise SaaS sales

Territory development

Account planning

Executive communication

Technical discovery

Education

Bachelor's degree

Tools

CRM (Salesforce)

Job description

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!
This Founding AE role is based in Melbourne or Sydney Australia only.

What You’ll Do:

• Develop and execute a short and long term strategy for generating new logo pipeline across Australia
• 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 Australian 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 Australian 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 Australian 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.

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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