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Form of workJob Description
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=c5iLbIwQBmw
About the Role
In this role, you'll have an opportunity to be the company's first Sales Development Representative. The initial responsibility is to identify and qualify leads for our Enterprise segment. You'll also play a critical role in pioneering the long term vision for the entire department. This includes helping us build processes, evaluate tech, and even assist with the hiring process -all in service of scaling pipeline generation efforts.
You'll be working in a fast-paced environment. Our mission is ambitious and we intend to have fun along the way to achieving it. You can expect to meet high-energy folks that are stimulated by solving big problems. And this role will arguably have one of the most challenging yet rewarding problems to solve creating a consistent top-of-funnel motion. If this excites and energizes you then let's chat!
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:- Partner and collaborate with Enterprise Account Executives, Channel Partners, Marketing, and Sales Leaders to identify target accounts and leads to drive pipeline and revenue goals.
- Conduct account research and leverage intent signals to prioritize outreach.
- Initiate and manage outbound, inbound, and PLG prospecting efforts.
- Learn and understand how to message, position, and pitch the value of the Descope's Customer Identity Access Management platform.
- Qualify and nurture leads by engaging in meaningful conversations and understanding their needs.
- Execute and measure weekly email, call and LinkedIn activity.
- Stay updated on industry trends, market conditions, and our competitors to provide valuable insights.
- Successfully handle and overcome sales objections.
- Achieve and exceed qualified opportunity quota.
- 6 months experience in a B2B tech and/or sales environment preferred.
- Experience using Hubspot CRM and ready to adopt new sales technology.
- Strong ability to problem solve and handle difficult objections.
- Strong writing and verbal communication.
- Persistent, goal-oriented, and able to work in a fast-paced environment.
- Excellent organizational and time management skills.
- Willingness to learn, adapt and take constructive feedback.
