7+ years of experience in enterprise SaaS or cybersecurity sales
Proven track record in building territories and exceeding revenue targets
Experience engaging with CTOs and technical decision-makers
Strong technical discovery and communication skills
Ability to connect technical solutions to business outcomes
Familiarity with identity, authentication, CIAM, and cloud infrastructure preferred
Excellent negotiation and presentation skills for diverse audiences
Collaborative mindset with a confident and driven approach
Responsibilities
Develop and execute strategies for new customer acquisition in the US Northeast
Meet and exceed revenue targets while driving territory growth
Create and implement a territory plan to generate pipeline and bookings
Build relationships with key decision-makers in various technical domains
Manage the entire sales cycle from prospecting to closing
Communicate Descope's value in relation to customer goals
Leverage partnerships to identify and create new opportunities
Travel as needed to foster customer and partner relationships
Benefits
Opportunity to work in a dynamic and growing market
Collaborative team environment
Access to cutting-edge technology solutions
Support for professional development and growth
Flexible travel opportunities within the territory
Full Job Description
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
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.
