Commercial Sales Team Lead - EMEA

The role

You will lead and coach the commercial sales team while carrying your own quota. You will manage the commercial business across EMEA and Israel, closing deals from startups to multi-stakeholder organizations.

What you will do

• Lead and coach the commercial sales team and own results for the entire commercial business across EMEA, including Israel
• Run regular deal reviews, pipeline reviews, and call coaching
• Own the team's forecast and set a high bar for pipeline rigor and execution
• Help hire, onboard, and ramp new reps
• Build and refine the sales playbook
• Carry your own quota and win new business across the commercial segment
• Run full sales cycles with technical and executive buyers
• Partner with founders on pipeline generation, executive relationships, and key logos
• Work with marketing, partners, and solutions engineering to build pipeline
• Build and forecast your own pipeline

Required qualifications

• Native-level Hebrew and English
• Experience selling into other European markets
• 5+ years in quota-carrying closing roles in B2B software
• Experience leading or managing sales reps
• A track record of beating quota in deals ranging from transactional to strategic
• Comfort with technical conversations
• A builder mindset
• A true team player
• Fluency with HubSpot, Claude, Sales Navigator, Gong, or similar tools

Nice to have

• additional European languages
• Startup experience
• Background in identity, security, or developer tools

Benefits

• Direct access to founders
• Real ownership of your accounts and your team
• A front-row seat in one of the most important shifts in identity: securing AI agents
• Competitive base
• uncapped commission
• meaningful equity

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.