Commercial Account Executive - Descope

About Descope

The Descope CIAM platform helps organizations easily create and customize their entire user journeys (authentication, authorization, MFA, identity management) using no / low code workflows. Thousands of developers and hundreds of organizations use Descope to improve user onboarding and retention with passwordless authentication, enhance security with MFA and step-up authentication, and unify identities across customer-facing apps. Descope has raised $53M in seed funding led by Lightspeed and GGV Capital, with participation from several other investors and notable individual investors such as George Kurtz (CEO, CrowdStrike), Bipul Sinha (CEO, Rubrik), John Thompson (Board Director, Microsoft), and Assaf Rappaport (CEO, Wiz). Founded in 2022, Descope has offices in Los Altos, CA and Tel Aviv, Israel. Since launching from stealth, Descope has been named in the inaugural Redpoint InfraRed 100, a list of the next 100 promising private companies in Cloud Infrastructure.

About the Team

Descope is founded by a team of highly technical, customer-centric engineers who have created multiple category-defining companies in the past. Most recently, this team created Demisto, a leader in the Security Orchestration Automation and Response (SOAR) space that was acquired by Palo Alto Networks for $560M. The Descope founders share their vision in this video: https://www.youtube.com/watch?v=c5iLbIwQBm

About the Role

As a Commercial Account Executive, your mission will be to acquire new customers by connecting with top prospects in your territory. You'll work daily with Descope's sales leaders and execs to successfully execute our go-to-market strategy across early-stage startups and growth-stage B2C and B2B companies. We're after high achievers who can smash sales targets and build lasting relationships in their assigned regions.

Your job will be to guide prospects through the entire sales journey, from first contact to closing the deal. Ready to rock it with us?

We're looking for candidates in the Bay Area since this position will be based in our Los Altos office. This is an onsite opportunity with potential for hybrid flexibility after onboarding and ramp. 

Responsibilities

• Target, open and close new accounts in a specific territory and/or target accounts.
• Pitch and demo the Descope platform to leaders & execs focused on Customer Identity Access Management – VP Engineering/CTO, CIO, Head of IT/Security, and Developers.
• Manage SMB and Commercial deals from first call to close.
• Communicate, educate, and convert freemium users to paying customers.
• Collaborate with marketing on targeted demand-generation campaigns.
• Partner with channel and sales leaders to identify and prioritize accounts.
• Build, manage, and forecast on pipeline and revenue expectations. 
• Achieve and exceed individual quarterly set quotas.
• Execute best sales practices and techniques as provided by management.
• Create satisfied, referenceable customers.

Qualifications:

• 1-2+ years of experience in sales, specifically in the software industry; bonus if you have experience in the CIAM / identity space.
• Experience managing 1-3 month sales cycles.
• CRM experience, preferably with Hubspot.
• Proficient with sales technologies, preferably Apollo and Sales Navigator, etc.
• Experience in a fast-paced startup environment is preferred.
• Team player - proactive collaboration with cross functional teammates.