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 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!

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.

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