About the role
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!
What You’ll Do:
* Develop and execute a short and long term strategy for generating new logo pipeline across New York City and New Jersey * 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 New York and New Jersey 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 New York and New Jersey 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 New York and New Jersey 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
BENEFITS
* Health, sorted: Medical, dental, and vision with strong coverage and flexible HSA and FSA options * Feel good, actually: Mental health support and wellness resources when you need them * Future you will thank you: 401k plan with employer support to help you build long term * More money in your pocket: Tax advantaged benefits for healthcare and dependent care * Life happens, and we make space for it: maternity leave designed to support you when it matters most. * Stay connected: Monthly internet allowance to support your work from anywhere * Lunch is on us: Paid lunches when you’re working from the office * Keep growing: Budget and opportunities for personal development, including courses and conferences
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 $170,000
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.
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