Descope

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. 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. 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! Why this role is different This isn’t a “here’s your list, here’s your playbook” AE role. You’ll join a small, high-impact EMEA sales team based in Tel Aviv and work directly with our founders and executive team. Your focus is Israel, where you’ll sell to some of the fastest-growing tech companies in the country, with a book that mixes high-velocity startups with select hitech and strategic accounts. You’ll also help us grow across Europe and the wider EMEA region. Identity is being rebuilt around AI agents right now. You’ll be at the front of that conversation with CTOs and engineering leaders who are working it out in real time. You’ll also help sharpen how we go to market in Israel and EMEA, not just carry out a plan someone else wrote. What you’ll do • Win new business, with Israel as your primary focus and Europe and the wider EMEA region as a growing part of your book • Run full sales cycles, from first conversation to signed contract, including complex, multi-stakeholder deals • Sell to technical and executive buyers: CTOs, VPs of Engineering, CISOs, product leaders, and developers • Partner with our founders on pipeline generation, strategic deals, executive relationships, and key logos • Work closely with your GTM teammates and the wider EMEA team to share what’s working, and build momentum in the market together • Turn product-led signals and freemium users into paying customers • Work with marketing, partners, and solutions engineering to build pipeline and shape local campaigns and events • Bring market feedback to product and leadership, and help refine our Israel and EMEA GTM motion • Build and forecast your pipeline with rigor, and consistently beat your number • Create customers who become references, champions, and expansion opportunities What you bring • Strong relationships in the Israeli tech ecosystem, or a clear plan to build them fast • Native-level Hebrew and English (additional European languages, like German are a plus) • Experience selling into other European markets (i.e. DACH, etc) • 4+ years in quota-carrying closing roles in B2B software, ideally selling to technical buyers • A track record of beating quota in deals ranging from transactional to strategic • Comfort with technical conversations. You don’t need to code, but you enjoy talking architecture with engineers • A builder mindset: you see ambiguity as an opportunity, not a missing process • A true team player who wins with others, not around them • Startup experience strongly preferred. • Background in identity, security, or developer tools is a bonus • Fluency with HubSpot, Claude, Sales Navigator, Gong, or similar tools What you get • Direct access to founders who have built and exited a category-defining company • Real ownership of your accounts and a voice in how Descope grows in Israel and EMEA • A front-row seat in one of the most important shifts in identity: securing AI agents • Competitive base, uncapped commission, and meaningful equity • A clear path to grow with the company as we scale the team Where You'll Be: Tel Aviv 🏙️ | Full-time, hybrid Please review the Job Candidate Privacy Notice

About Descope 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. 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. 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! Why this role is different This isn’t a “manage from a dashboard” role. You’ll lead the commercial sales team based in Tel Aviv, which owns all commercial business across EMEA, including Israel, and you’ll carry your own number at the same time. Both halves of the job carry equal weight: leading and coaching the team, and closing deals yourself. You’ll work directly with our founders and executive team, and your own book spans the full commercial segment, from high-velocity startups to larger, multi-stakeholder deals, with Israel and Europe as the main priority. Identity is being rebuilt around AI agents right now. You and your team will be at the front of that conversation with CTOs and engineering leaders who are working it out in real time. You’ll also shape how we go to market in Israel and EMEA, and how we build the team that does it, not just carry out a plan someone else wrote. What you’ll do Leading the team • 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 that raise win rates and deal quality across the team • Own the team’s forecast and set a high bar for pipeline rigor and execution • Help hire, onboard, and ramp new reps as we grow the team • Build and refine the sales playbook (messaging, qualification, and the motions that work in EMEA) and bring the team’s market feedback to product and leadership Selling • Carry your own quota and win new business across the commercial segment, with Israel and Europe as the main priority and the wider EMEA region as a growing part of your book • Run full sales cycles with technical and executive buyers (CTOs, VPs of Engineering, CISOs, product leaders, and developers), from product-led and freemium conversions to complex, multi-stakeholder deals • Partner with our founders on pipeline generation, executive relationships, and key logos • Work with marketing, partners, and solutions engineering to build pipeline and shape local campaigns and events • Build and forecast your own pipeline with rigor, and consistently beat your number What you bring • Native-level Hebrew and English (additional European languages are a plus) • Experience selling into other European markets • 5+ years in quota-carrying closing roles in B2B software, ideally selling to technical buyers • Experience leading or managing sales reps, as a team lead, player-coach, or manager, with a record of helping them hit their number • A coaching mindset: you make the people around you better, and a rep’s win matters to you as much as your own • A track record of beating quota in deals ranging from transactional to strategic • Comfort with technical conversations. You don’t need to code, but you enjoy talking architecture with engineers • A builder mindset: you see ambiguity as an opportunity, not a missing process • A true team player who wins with others, not around them • Startup experience strongly preferred. Background in identity, security, or developer tools is a bonus • Fluency with HubSpot, Claude, Sales Navigator, Gong, or similar tools What you get • Direct access to founders who have built and exited a category-defining company • Real ownership of your accounts and your team, and a voice in how Descope grows in Israel and EMEA • A front-row seat in one of the most important shifts in identity: securing AI agents • Competitive base, uncapped commission, and meaningful equity Where You'll Be: Tel Aviv 🏙️ | Full-time, hybrid Please review the Job Candidate Privacy Notice