Job Description

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n About Descopen

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.
n 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.

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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!

This Founding AE role is based in Melbourne or Sydney Australia only.

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What You’ll Do:

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- Develop and execute a short and long term strategy for generating new logo pipeline across Australia
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- Consistently meet and exceed revenue targets while driving year over year territory growth
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- Build and execute a territory plan that generate pipeline, advances opportunities, and delivers predictable bookings
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- Identify and build relationships with key decision makers across Product, Engineering, Security, Architecture, and executive leadership
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- Own the complete sales cycle, from initial prospecting and technical discovery through negotiation and close
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- Clearly communicate Descope’s value and connect modern identity solutions to each customer’s technical priorities and business goals
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- Leverage technology partners, channel partners, and industry relationships to identify and create new opportunities
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- Partner closely with Solutions Engineering, Customer Success, Marketing, and leadership to deliver an exceptional customer experience
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- Build a strong presence for Descope across the Australian market
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- Travel throughout the territory as needed to develop relationships with customers, prospects, and partners
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What We’re Looking For:

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- 7 or more years of demonstrated success selling sophisticated enterprise SaaS or cybersecurity solutions
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- A strong track record of building Australian territories, acquiring new enterprise customers, and consistently exceeding revenue targets
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- Experience selling to CTO organizations and engaging Product, Engineering, Security, and Architecture decision makers
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- Strong technical discovery skills and the ability to communicate effectively with developers and technical leaders
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- Experience connecting complex technical solutions to meaningful business outcomes
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- Familiarity with identity, authentication, CIAM, developer tools, application security, or cloud infrastructure is strongly preferred
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- Excellent communication, negotiation, and presentation skills across both technical and executive audiences
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- A confident, driven, and cooperative approach, combined with the humility required to succeed as part of a team
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Nice to Have:

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- Experience successfully displacing established incumbent technologies and navigating complex migration or modernization initiatives
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- An established network of enterprise technology, security, and engineering leaders across the Australian market
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- Experience selling CIAM, IAM, developer infrastructure, cybersecurity, or other highly technical platforms into large enterprises
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- Demonstrated success building pipeline from the ground up through executive relationships, partners, events, and targeted outbound—not solely relying on inbound opportunities
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- Strong relationships with technology partners, cloud providers, VARs, SIs, and other channel partners that can help create and accelerate opportunities
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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.

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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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Please review the Job Candidate Privacy Notice

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📌 Enterprise Account Executive, Australia (Sydney)
🏢 Descope
📍 Sydney