Enterprise Account Executive, Australia

#### **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 . 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! **This Founding AE role is based in Melbourne or Sydney Australia only.** **What You’ll Do:** - Develop and execute a short and long term strategy for generating new logo pipeline across Australia - 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 Australian 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 Australian 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 Australian 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.* *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](https://www.descope.com/job-candidates-privacy-notice)