Enterprise Account Executive, TOLA

Descope; Dallas, Northern (TX, KY); Hybrid; USD 150,000 - 255,000; Full time

Benefits offered by this job

Medical, dental and vision benefits

401k with company match

Monthly internet allowance

Paid lunches when in office

Job summary

Descope is a developer-first identity provider for customers, partners, and AI agents. We are expanding go-to-market across the TOLA region—Texas, Oklahoma, Louisiana and Arkansas—and seek an experienced enterprise SaaS sales leader to own the full cycle from prospecting to close.

You will engage CTOs and senior stakeholders, translate complex identity solutions into clear business value, and partner with engineering and security teams to deliver measurable impact.

Qualifications

• 7+ years of selling sophisticated enterprise SaaS or cybersecurity solutions.
• Proven track record building TOLA territories and acquiring new enterprise customers.
• Experience selling to CTO organizations and engaging Product, Engineering, Security and Architecture decision makers.
• Strong technical discovery skills; ability to communicate with developers and technical leaders.
• Experience connecting complex technical solutions to meaningful business outcomes.
• Familiarity with identity, authentication, CIAM, developer tools, or cloud infrastructure preferred.
• Excellent communication, negotiation, and presentation skills across technical and executive audiences.
• Confident, driven, collaborative, and HUMBLE team player.

Responsibilities

• Develop and execute a short and long term strategy for generating new logo pipeline across TOLA: Texas, Oklahoma, Louisiana & Arkansas.
• 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 TOLA Markets: Texas, Oklahoma, Louisiana & Arkansas.
• Travel throughout the territory as needed to develop relationships with customers, prospects, and partners.

Skills

Enterprise SaaS sales

Cybersecurity solutions

Territory development

Executive engagement

Technical discovery

Developer communication

Identity/CIAM familiarity

Cloud infrastructure familiarity

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 TOLA: Texas, Oklahoma, Louisiana & Arkansas
• 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 TOLA Markets: Texas, Oklahoma, Louisiana & Arkansas
• 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 TOLA 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 TOLA markets
• 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.