Enterprise Account Executive, Australia

The role

This Founding AE will develop and execute strategies to generate new logo pipeline across Australia. You will own the complete sales cycle and build relationships with decision makers to meet revenue targets.

What you will 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

Required qualifications

• 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
• 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

• Familiarity with identity, authentication, CIAM, developer tools, application security, or cloud infrastructure
• 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
• Strong relationships with technology partners, cloud providers, VARs, SIs, and other channel partners

About the company

Descope is a developer-first identity provider for customers, partners, and AI agents. The company has $88M in seed funding led by Lightspeed and Notable Capital.