Enterprise Account Executive, Northeast (US)

Descope•Boston, MA

10h

About The Position

Descope is hiring an Enterprise Account Executive to develop new-logo business and grow revenue across the US Northeast territory. The ideal candidate is located in Boston, Massachusetts. The territory includes Connecticut, Delaware, Rhode Island, Massachusetts, New Hampshire, Vermont, Maine, Toronto, and Montreal. The role owns the complete sales cycle, from prospecting and technical discovery through negotiation and close. The Account Executive builds relationships with decision makers across Product, Engineering, Security, Architecture, and executive leadership, and connects Descope’s identity solutions to customers’ technical priorities and business goals. The role works closely with Solutions Engineering, Customer Success, Marketing, leadership, and external partners to create opportunities and deliver a strong customer experience. Travel throughout the territory is required as needed. Descope is a developer-first identity provider offering authentication, MFA, SSO, and MCP/AI agent authentication through a drag-and-drop approach. The company reports that more than 1,000 organizations use its product in production and has received $88 million in seed funding led by Lightspeed and Notable Capital.

Requirements

At least 7 years of demonstrated success selling sophisticated enterprise SaaS or cybersecurity solutions.
A strong track record of building territories in the US East North Central, 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.
Ability to connect complex technical solutions to meaningful business outcomes.
Excellent communication, negotiation, and presentation skills with technical and executive audiences.
A confident, driven, collaborative approach and the humility to succeed as part of a team.

Nice To Haves

Familiarity with identity, authentication, CIAM, developer tools, application security, or cloud infrastructure.
Experience displacing established incumbent technologies and navigating complex migrations or modernization initiatives.
An established network of enterprise technology, security, and engineering leaders across the US Northeast market.
Experience selling CIAM, IAM, developer infrastructure, cybersecurity, or other highly technical platforms to large enterprises.
Demonstrated success building pipeline from the ground up through executive relationships, partners, events, and targeted outbound, rather than relying solely on inbound opportunities.
Strong relationships with technology partners, cloud providers, VARs, SIs, and other channel partners that can help create and accelerate opportunities.

Responsibilities

Develop and execute short- and long-term strategies to generate new-logo pipeline across the US Northeast territory.
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 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.
Communicate Descope’s value and connect identity solutions to customers’ technical priorities and business goals.
Use technology partners, channel partners, and industry relationships to identify and create opportunities.
Partner with Solutions Engineering, Customer Success, Marketing, and leadership to deliver an exceptional customer experience.
Build a strong Descope presence across the US Northeast market.
Travel throughout the territory as needed to develop relationships with customers, prospects, and partners.