Senior Emerging Account Executive

Okta Inc.; Toronto; Hybrid; CAD 65,000 - 105,000; Full time

Benefits offered by this job

Work from home opportunities

Health + Wellness

Financial Benefits

Pay + Incentives

Time Off

Everyday Living

Resources

Job summary

Okta Inc. is seeking a Small Medium Business Account Executive in Toronto to lead new-logo acquisition and expand install base within 100–299 employee segments.

You will own end-to-end sales cycles, from prospecting to closing, and work with sales engineers, services, and partners to map Okta solutions to customer needs. You will cultivate executive relationships, manage a robust pipeline, and collaborate with internal teams to drive adoption and revenue growth in a fast-paced, high-velocity

Qualifications

• Experience presenting to C-level executives at deal cycles.
• Territory-based quota ownership and consistent performance.
• Proven success selling SaaS/Cloud solutions to SMBs.
• ISV/Partnership experience is preferred.

Responsibilities

• Perform territory planning, prospecting and pipeline development.
• Lead end-to-end sales cycles including pricing, presentations and negotiations.
• Own deals cradle-to-grave with cross-functional teams.
• Forecast opportunities to hit quarterly quota within a defined territory.
• Build and maintain a robust sales pipeline and engage partners.
• Drive customer adoption and expand product usage across accounts.

Skills

Exec demos

Territory sales

SaaS sales

SMB sales

Negotiation

Relationship building

Education

BS/BA degree

Job description

• Position Description: The Small Medium Business Account Executive (SMB AE) at Okta is responsible for all aspects of new-logo acquisition and install base expansion for our small to medium sized business (100-299 employees)
• Core responsibilities include territory planning, prospecting, relationship development, running sales cycles, pricing, presentation delivery, negotiations, and closing
• In this high-velocity role, expect to own deals from cradle-to-grave in collaboration with account teams, sales engineers, professional services, and partners
• Our AE’s strive to understand the specific challenges that both prospects and customers are faced with and map Okta’s solutions accordingly to achieve the desired positive business outcomes
• They cultivate positive relationships with customers and key partners while maintaining a solid knowledge of Okta’s evolving technology as well as contending differentiators
• It is imperative that you demonstrate leadership qualities, ethical behavior, excellent work ethic and a focus on collaboration with both internal counterparts as well as customers
• Forecast opportunities to hit or exceed a quarterly quota in a defined territory
• Cultivate relationships with supporting members of the Sales Development Team
• Build sales decks that wow your prospects during your product demonstrations
• Build and maintain a robust sales pipeline within our small to medium-sized segment
• Work with partners and strategic alliances to extend reach & new opportunities
• Accelerate customer adoption by expanding Okta’s product use within your customer base
• Manage contract negotiations
• Develop long-term strategic relationships with key accounts and ensure customer success

Benefits

• Work from home opportunities
• Health + Wellness
• Financial Benefits
• Pay + Incentives
• Time Off
• Everyday Living
• Resources

• Experience presenting/running demos to C-level executives
• ISV/Partnership experience preferred
• Prior experience managing a territory based quota
• 2-4 years of B2B closing sales experience, SaaS/Cloud, security, strongly preferred
• A track record of success selling to small to medium-sized businesses
• BS/BA degree required