Commercial Sales Team Lead - EMEA

About the role

Descope, a developer-first identity provider for customers, partners and AI agents, is looking for a Commercial Sales Team Lead for its EMEA business, based in Tel Aviv. The role combines leading and coaching the team that owns all commercial business across EMEA (including Israel) with carrying your own quota. You will work directly with the founders and executive team, covering deals from high-velocity startups to larger, multi-stakeholder ones.

Key responsibilities

• Lead and coach the commercial sales team and own results for the entire EMEA commercial business, including Israel
• Run regular deal reviews, pipeline reviews and call coaching to raise win rates and deal quality
• Own the team's forecast and set a high bar for pipeline rigor and execution
• Help hire, onboard and ramp new reps as the team grows
• Build and refine the sales playbook (messaging, qualification, motions that work in EMEA) and feed market feedback to product and leadership
• Carry your own quota, running full sales cycles with technical and executive buyers (CTOs, VPs of Engineering, CISOs, product leaders, developers)
• Partner with the founders on pipeline generation, executive relationships and key logos
• Work with marketing, partners and solutions engineering on pipeline and local campaigns and events

Required profile

• Native-level Hebrew and English (additional European languages a plus)
• 5+ years in quota-carrying closing roles in B2B software, ideally selling to technical buyers
• Experience leading or managing sales reps, with a record of helping them hit their number
• Track record of beating quota in deals ranging from transactional to strategic
• Experience selling into other European markets
• Startup experience strongly preferred; background in identity, security or developer tools a bonus

Required skills

• Fluency with HubSpot, Claude, Sales Navigator, Gong or similar tools
• Comfort with technical conversations and architecture talks with engineers

What we offer

• Direct access to founders who have built and exited a category-defining company
• Real ownership of your accounts and team, and a voice in how Descope grows in Israel and EMEA
• Competitive base pay, uncapped commission and meaningful equity