Enterprise Account Executive, Northeast (US)
Descope · Boston, MA
- Base
- $150K–$165K
- OTE
- Not disclosed
- Quota attainment
- Not disclosed
- Posted
- Yesterday
Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.
Ask: “What percentage of fully ramped reps hit quota last year?”
Still open · checked 1h agoon Descope's careers page
What Descope sells
Drag-and-drop login for apps and AI agents
A software team wants people to log in to their app, but building login from scratch takes a lot of custom code. This product lets developers add sign-in and extra login checks by dragging and dropping parts instead of writing that code. The team gets login working faster and can spend its time on the rest of the app.
In plain English, from their own job posts. Something wrong? Tell us
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Worth a lookSolid on the basics. Use the first call to fill in the gaps.
- Pay
- Base is listed but not OTE. Ask what the variable is and how many people hit it.
- Transparency
- Shares 1 of 5: quota, attainment, deal size, territory, sales cycle.
- Pipeline
- Mostly self-sourced. Great if you like outbound, rough if you don't.
- Time on market
- Brand new.
- Company hiring
- 3 sales roles open, hiring at a steady pace.
Based only on what the posting says. Flags are a starting point for your first call, not a final judgment.
Questions to ask on the first call
Built from what this posting leaves out. How they answer tells you as much as what they say.
- 1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
- 2.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
- 3.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
- 4.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
- 5.
What's the OTE, and what did the median rep earn last year?
Base is what you're guaranteed. OTE and the median show the upside.
- 6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.
When the offer comes
Save these for later. They land better once they've said yes to you.
- 1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
- 2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
- 3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.
Josh's top five questions for any sales interview →
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The role
Sell Descope's developer-first identity platform (auth, MFA, SSO, AI agent auth) to enterprise prospects in New England plus Toronto and Montreal. Build new-logo pipeline through outbound, partners, and events, with technical discovery alongside Product, Engineering, and Secur...
Enterprise · New Logo · Outbound
Selling motion
Who you're selling to
- Buyer:
- Product, engineering, security and architecture decision makersIn their words: “Identify and build relationships with key decision makers across Product, Engineering, Security, Architecture, and executive leadership”
- Company size:
- Enterprise
Pipeline expectations
Compensation
What is not disclosed
This posting doesn't tell you:
- OTE
- Quota size
- Quota attainment
- Average deal size
- Sales cycle length
The questions above cover the big ones.