Enterprise Account Executive, Australia

About the role

Descope, a developer-first identity provider offering authentication, MFA, SSO and AI agent authentication, is hiring a Founding Enterprise Account Executive. This is a full-time role based in Melbourne or Sydney, Australia only, focused on growing the logo pipeline and revenue across the Australian market.

Key responsibilities

• Develop and execute a short- and long-term strategy for generating new logo pipeline across Australia
• Meet and exceed revenue targets and drive year-over-year territory growth
• Build and run a territory plan that generates pipeline, advances opportunities and delivers predictable bookings
• Build relationships with key decision makers across Product, Engineering, Security, Architecture and executive leadership
• Own the full sales cycle, from prospecting and technical discovery through negotiation and close
• Communicate Descope's value and connect identity solutions to each customer's technical priorities and business goals
• Leverage technology partners, channel partners and industry relationships to create new opportunities
• Work with Solutions Engineering, Customer Success, Marketing and leadership to deliver an excellent customer experience
• Build a strong presence for Descope across Australia and travel the territory as needed

Required profile

• 7+ years of demonstrated success selling sophisticated enterprise SaaS or cybersecurity solutions
• Track record of building Australian territories, acquiring new enterprise customers and 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 with developers and technical leaders
• Excellent communication, negotiation and presentation skills with both technical and executive audiences

Nice to have

• Familiarity with identity, authentication, CIAM, developer tools, application security or cloud infrastructure
• Experience displacing incumbent technologies and navigating migrations or modernization
• Established network of enterprise technology, security and engineering leaders in Australia
• Experience selling CIAM, IAM, developer infrastructure or cybersecurity into large enterprises
• Proven ability to build pipeline from the ground up through executives, partners and outbound, and strong channel partner relationships