Enterprise Account Executive, Australia at Descope

<h4><strong>About Descope</strong></h4> <p>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.<br>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.&nbsp;</p> <p>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!<br><br><strong>This Founding AE role is based in Melbourne or Sydney Australia only.&nbsp;</strong></p> <p><strong>What You’ll Do:</strong></p> <ul> <li>Develop and execute a short and long term strategy for generating new logo pipeline across Australia</li> <li>Consistently meet and exceed revenue targets while driving year over year territory growth</li> <li>Build and execute a territory plan that generate pipeline, advances opportunities, and delivers predictable bookings</li> <li>Identify and build relationships with key decision makers across Product, Engineering, Security, Architecture, and executive leadership</li> <li>Own the complete sales cycle, from initial prospecting and technical discovery through negotiation and close</li> <li>Clearly communicate Descope’s value and connect modern identity solutions to each customer’s technical priorities and business goals</li> <li>Leverage technology partners, channel partners, and industry relationships to identify and create new opportunities</li> <li>Partner closely with Solutions Engineering, Customer Success, Marketing, and leadership to deliver an exceptional customer experience</li> <li>Build a strong presence for Descope across the Australian market</li> <li>Travel throughout the territory as needed to develop relationships with customers, prospects, and partners</li> </ul> <p><strong>What We’re Looking For:</strong></p> <ul> <li>7 or more years of demonstrated success selling sophisticated enterprise SaaS or cybersecurity solutions</li> <li>A strong track record of building Australian territories, acquiring new enterprise customers, and consistently exceeding revenue targets</li> <li>Experience selling to CTO organizations and engaging Product, Engineering, Security, and Architecture decision makers</li> <li>Strong technical discovery skills and the ability to communicate effectively with developers and technical leaders</li> <li>Experience connecting complex technical solutions to meaningful business outcomes</li> <li>Familiarity with identity, authentication, CIAM, developer tools, application security, or cloud infrastructure is strongly preferred</li> <li>Excellent communication, negotiation, and presentation skills across both technical and executive audiences</li> <li>A confident, driven, and collaborative approach, combined with the humility required to succeed as part of a team</li> </ul> <p><strong>Nice to Have:</strong></p> <ul> <li>Experience successfully displacing established incumbent technologies and navigating complex migration or modernization initiatives</li> <li>An established network of enterprise technology, security, and engineering leaders across the Australian market</li> <li>Experience selling CIAM, IAM, developer infrastructure, cybersecurity, or other highly technical platforms into large enterprises</li> <li>Demonstrated success building pipeline from the ground up through executive relationships, partners, events, and targeted outbound—not solely relying on inbound opportunities</li> <li>Strong relationships with technology partners, cloud providers, VARs, SIs, and other channel partners that can help create and accelerate opportunities</li> </ul> <p><em>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.</em></p> <p><em>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.</em></p> <p>&nbsp;</p><div class="content-conclusion"><p>Please review the <a href="https://www.descope.com/job-candidates-privacy-notice">Job Candidate Privacy Notice</a></p></div>