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! The ideal candidate will be located in Boston, Massachusetts. The territory includes Connecticut, Delaware, Rhode Island, Massachusetts, New Hampshire, Vermont, Maine, Toronto, and Montreal. What You’ll Do: 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 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 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 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 US North East 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. Compensation Base salary range: $150,000 to $165,000 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. Please review the Job Candidate Privacy Notice

Requirements

Must-haves

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 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 across both technical and executive audiences

Nice-to-haves

Familiarity with identity, authentication, CIAM, developer tools, application security, or cloud infrastructure is strongly preferred
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 US North East 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. Compensation
Please review the Job Candidate Privacy Notice

Application prep

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Keywords to mirror

Platform: greenhouse
Effort: quick