Enterprise Account Executive (Northeast US)

Descope; Boston (MA); Hybrid; USD 180,000 - 260,000; Full time

Benefits offered by this job

Travel opportunities

Job summary

Descope is seeking an accomplished enterprise SaaS sales leader to drive growth across the US North East market. You will own the full sales cycle, prospect for new logos, and develop a territory strategy that generates pipeline and predictable bookings.

You will engage CTOs and senior leaders across Product, Engineering, Security, and Architecture, leveraging partnerships to accelerate deals and deliver exceptional customer experiences.

Qualifications

• 7+ years of enterprise SaaS or cybersecurity sales experience.
• Proven track record of building US East North Central territories and acquiring new enterprise customers.
• Experience selling to CTOs and engaging Product, Engineering, Security, and Architecture leaders.
• Excellent communication, negotiation, and presentation skills with technical and executive audiences.
• Strong ability to connect complex technical solutions to business outcomes.
• Established network of enterprise technology and security leaders in US North East.

Responsibilities

• Develop and execute a short and long term strategy for generating new logo pipelines across US North East territory.
• Own the complete sales cycle from prospecting to negotiation and close.
• Build and execute a territory plan to generate pipeline, advance opportunities, and deliver bookings.
• Identify and build relationships with key decision makers across Product, Engineering, Security, Architecture, and leadership.
• Leverage partners and channel relationships to identify opportunities and accelerate deals.
• Partner with Solutions Engineering, Customer Success, Marketing, and leadership to deliver an excellent customer experience.
• Travel throughout the territory to develop relationships with customers, prospects, and partners.
• Build a strong presence for Descope across the US North East market.

Job description

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

7 or more years of demonstrated success selling sophisticated enterprise SaaS or cybersecurity solutions A confident, driven, and collaborative approach, combined with the humility required to succeed as part of a team A strong track record of building US East North Central territories, acquiring new enterprise customers, and consistently exceeding revenue targets Familiarity with identity, authentication, CIAM, developer tools, application security, or cloud infrastructure is strongly preferred Experience selling to CTO organizations and engaging Product, Engineering, Security, and Architecture decision makers Excellent communication, negotiation, and presentation skills across both technical and executive audiences Experience connecting complex technical solutions to meaningful business outcomes Strong technical discovery skills and the ability to communicate effectively with developers and technical leaders 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 Experience successfully displacing established incumbent technologies and navigating complex migration or modernization initiatives Strong relationships with technology partners, cloud providers, VARs, SIs, and other channel partners that can help create and accelerate opportunities Demonstrated success building pipeline from the ground up through executive relationships, partners, events, and targeted outbound—not solely relying on inbound opportunities