Public Sector Account Executive

okta; Greater London; Hybrid; GBP 90,000 - 130,000; Full time

Job summary

Okta is seeking a Public Sector Account Executive for the UK/I region to drive territory growth using our Workforce Identity Cloud offering. You will engage C-suite stakeholders, develop account plans, and close strategic deals with UK public sector customers.

You will lead pipelines, build trusted advisory partnerships, and collaborate with partners to unlock new opportunities while delivering consistent revenue growth in a hybrid UK-based role.

Qualifications

• 4+ years of revenue growth in sophisticated enterprise SaaS, ideally UK public sector.
• Experience selling Workforce Security / Identity Management or enterprise IT.
• Proven ability to engage with C-level decision makers and navigate complex cycles.
• Skilled in building account plans, driving pipeline, and meeting revenue targets.

Responsibilities

• Establish vision and plan for net new logo pipeline and territory strategy in UK Public Sector.
• Build account plans detailing strategy, pains, objectives and stakeholders.
• Deliver revenue targets to support YoY territory growth.
• Drive top-of-funnel activity via calls, InMails, events, and networking to hit pipeline targets.
• Develop and execute account strategies to generate pipeline and bookings.
• Close agreements and leverage upsell/cross-sell within install base accounts.
• Adopt MEDDPICC to navigate complex deals and ensure progress.

Skills

Enterprise SaaS sales

Public sector experience

C-level engagement

MEDDPICC / sales framework

GSI & partner ecosystem

Territory planning

Strong communication

Self-driven / team player

Job description

Secure Every Identity, from AI to HumanIdentity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence. This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.

The Okta Sales Team

Okta has a vision to free anyone to safely use any technology by providing a secure, highly available, enterprise-grade platform that secures billions of Workforce log-ins every year. As an Okta AE, you will drive territory growth through both net new logos and cultivating relationships to develop and grow existing Okta Platform customers. With the support of your Okta ecosystem, your focus will be on consistent results and an unwavering commitment to our customers.

Public Sector Sales Account Executive Opportunity - UK/I Focus

As an Okta Public Sector Account Executive, you will go to market as an expert on our Workforce Identity Cloud offering, helping public sector organisations improve productivity and strengthen security against the biggest identity threats. You will be focused on providing value to C-Suite and senior public sector decision makers on their ability to drive the most secure environment possible for their workforce. You will consistently drive territory growth through driving both net new logos and cultivating and growing existing Okta customers.

What You'll Be Doing:

• Establish a vision and plan to guide your long-term approach to net new logo pipeline generation and territory strategy across assigned UK Public Sector accounts
• Build thorough account plans detailing customer strategy, financials, pains, workforce security objectives and key stakeholders
• Consistently deliver revenue targets to support YoY territory growth
• Proactively drive your own top of funnel activity through calls, InMails, events, networking and other creative avenues always ensuring you have enough pipeline to hit your number
• Identify, develop and execute account strategies to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookings
• Scope, negotiate and close agreements to consistently meet and exceed revenue quota targets
• Leverage upsell and cross sell opportunities within your install base accounts to grow the success of your customers and Okta
• Adopt a strong value based sales approach, always looking to bring a compelling point of view to each customer
• Leverage our Business Value team to show our customers their ROI and deliver effective messaging about the long term impact of Okta solutions
• Develop trusted and long-term advisory partnerships with Executives in your accounts, leveraging Okta technology to support them in hitting their key strategic goals
• Holistically embrace, access, and utilize Okta partners (GSIs, Channel & Alliances) to identify and open new, uncharted opportunities
• Build and nurture effective working partnerships within your Okta ecosystem (SDRs/BDRs, Partners, Pre-Sales, Solutions Architects, Legal, Deal Desk, Customer First, etc)
• Follow a MEDDPICC sales methodology to navigate complexity in the sales cycle and ensure you’re ahead of any obstacles to the deal closing
• Build mutual action plans in partnership with your customers to create shared accountability
• Travel as necessary to build and cultivate customer and prospect relationships

What you'll bring to the role:

• 4 + years success in growing revenue for sophisticated, complex enterprise SaaS products, ideally within or aligned to the UK Public Sector
• Experience selling Workforce Security, Identity Management, or enterprise IT solutions
• Ability to evangelize, educate and create demand with C-level decision makers
• Ability to navigate complex sales cycles with multiple stakeholders from both the customer base and within the internal ecosystem
• Proven success selling into C-suite and building partnership and buy‑in with multiple stakeholders
• Significant experience selling in partnership with GSI's & the wider partner ecosystem
• Excellent communication and presentation skills with audiences of all levels and all technical aptitudes
• Confident and self driven with the humility required to successfully work in teams
• Expertise using a Sales Framework such as MEDDICC, Challenger or Sandler (we use MEDDPICC)

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The Okta Experience

• Supporting Your Well-Being
• Driving Social Impact
• Developing Talent and Fostering Connection + Community

We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one.
Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws.
Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, please click here to view our full NYC AEDT Notice.

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