Enterprise Account Executive, Northeast (US)
About The Position
Descope is hiring an Enterprise Account Executive to build and grow its business across the US Northeast territory, which includes Connecticut, Delaware, Rhode Island, Massachusetts, New Hampshire, Vermont, Maine, Toronto, and Montreal. The ideal candidate will be based in Boston, Massachusetts. The role focuses on generating new-logo pipeline, acquiring enterprise customers, and meeting revenue targets while positioning Descope’s identity solutions in relation to customers’ technical priorities and business goals. The position owns the full sales cycle and works closely with internal teams, technology and channel partners, and customers. Travel throughout the territory is required as needed.
Requirements
- Seven or more years of demonstrated success selling sophisticated enterprise SaaS or cybersecurity solutions.
- A strong track record of building US East North Central 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.
- Excellent communication, negotiation, and presentation skills with technical and executive audiences.
- A confident, driven, and collaborative approach, with 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 migration 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 into large enterprises.
- Demonstrated success building pipeline 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 for generating 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 its identity solutions to customers’ technical priorities and business goals.
- Leverage 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 presence for Descope across the US Northeast market.
- Travel throughout the territory as needed to develop relationships with customers, prospects, and partners.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
