Commercial Sales Team Lead - EMEA

About the role

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