Strategic Account Executive UK/I

okta; Greater London; On-site; GBP 90,000 - 140,000; Full time

Job summary

Okta UKI is hiring a Strategic Account Executive to lead large-scale engagements with Fortune 500 customers. You will craft long-term account plans, map to business strategies, and orchestrate seven-figure deals.

As a trusted advisor, you’ll align AI/identity security with client goals, champion Okta’s platform, and drive revenue growth across major accounts in the UK and Ireland region. Expect a high-visibility role collaborating with partners, executives, and cross-functional teams, with a

Qualifications

• Proven experience in strategic field sales to Fortune 500 companies.
• Ability to navigate complex, multi-stakeholder seven-figure deals.
• Expertise in value-based selling and tying solutions to business ROI.
• Knowledge of MEDDIC, Challenger methodologies, or similar frameworks is a plus.

Responsibilities

• Establish a Vision: Create and execute a master plan to guide long-term strategic approach for premier accounts in the territory.
• Master Value Selling: Understand client goals and tie Okta solutions to their imperatives, selling on business value and ROI.
• Orchestrate Complex Deals: Close highly complex, multi-stakeholder deals with cross-functional teams.
• Enable Secure AI Transformation: Position identity as foundation for clients' AI initiatives and secure deployment of AI agents and machine-to-machine identities.
• Expand & Deepen: Land and deepen opportunities within Fortune 500 accounts across the region.
• Navigate the Org Chart: Engage with CIOs, CISOs, Board members and other stakeholders.
• Be a Thought Leader: Establish expertise on Okta’s platform and evolving security needs in the AI-first enterprise.
• Leverage the Ecosystem: Work with channel and alliance partners to unlock new opportunities.
• Collaborate to Win: Coordinate with internal teams for efficient deployment of resources.
• Champion the Platform: Present to executives and demonstrate Okta's value.
• Build Partnerships: Develop strong cross-region collaborations with sales engineers and partners.

Skills

Strategic account sales

Fortune 500 experience

Value-based selling

Enterprise software sales

Multi-stakeholder deal closure

Job description

Secure Every Identity, from AI to Human

Identity 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.

Are you ready to redefine the future of digital identity in the AI era?

Okta's UKI Strategic Account Executive Sales Team is hiring!

Our Strategic Account Executives (SAE) are the visionary leaders who orchestrate and drive sales engagements for our most critical and prestigious UKI customers.

In an era where Artificial Intelligence is transforming how enterprises operate, identity has become the new security perimeter. As an SAE, you won't just be selling software—you will act as a trusted, long-term advisor helping the C-suite safely navigate the AI revolution. You will build first-class Account Plans that map directly to your customers' overarching business strategies, digital transformation initiatives, and AI adoption plans. By championing value-based selling, you will translate complex technical capabilities into undeniable business outcomes, showing how secure identity is the ultimate enabler of modern enterprise innovation and ROI.

You will collaboratively plan and orchestrate the execution of aligned account strategies, ensuring robust opportunity generation, deep relationship alignment, and flawless account governance. Expect to lead from the front: presenting Okta's transformational proposals, negotiating high-stakes terms, and bringing down complex, multi-layered, seven-figure deals that deliver massive win-win scenarios for both the customer and Okta.

Beyond managing existing relationships, you will hunt for new business leads that fit our ideal client profile, uncovering uncharted territory in the market. You will align closely with our Global partners to build sustainable strategic engagements, and leverage cutting-edge Account-Based Marketing to ensure Okta's investment continuously aligns with customer growth.

We are seeking a passionate, strategic, and hyper-focused professional to drive massive new revenue growth across Fortune 500 accounts. As an individual contributor, you will play a vital, high-visibility role in driving a significant share of revenue for Okta, helping the world's most prominent enterprises transition securely into a smarter, AI-driven future.

We provide our reps with an environment where they can make incredibly valuable contributions from day one, while also building endless opportunities for learning and career growth. The work you do here will directly impact the security, trust, and digital experience of the world's largest organizations.

As an Okta Strategic Account Executive, you will:

• Establish a Vision: Create and execute a master plan to guide your long-term, strategic approach to the premier accounts assigned in your Territory.
• Master Value Selling: Deeply understand your clients' business goals and tie Okta's solutions directly to their strategic imperatives, continuously selling on business value and ROI rather than just features.
• Orchestrate Complex Deals: Navigate and close highly complex, multi-stakeholder, seven-figure deals, bringing together cross-functional teams to deliver transformational outcomes.
• Enable Secure AI Transformation: Partner with clients to position identity as the critical foundation for their AI initiatives, ensuring they can safely deploy AI agents, automate workflows, and manage machine-to-machine identities without compromising security.
• Expand & Deepen: Land, adopt, expand, and entrench sales opportunities within Fortune 500 accounts across your region.
• Navigate the Org Chart: Explore the full spectrum of relationships and business possibilities across the client’s entire organizational structure, from technical buyers to the CIO, CISO, and Board of Directors.
• Be a Thought Leader: Become the definitive authority on Okta’s platform, the vertical in which you are aligned, and the evolving security requirements of the modern, AI-first enterprise.
• Leverage the Ecosystem: Holistically embrace, access, and utilize our channel and alliance partners to identify and crack open new, uncharted opportunities.
• Collaborate to Win: Work as a unified team for the most efficient deployment of resources, providing timely and insightful input back to other corporate functions.
• Champion the Platform: Represent Okta to prospective clients at executive sales presentations, site visits, and high-impact product demonstrations.
• Build Partnerships: Cultivate highly effective working partnerships with your Okta colleagues globally (channel partners, sales engineering, business value management, customer first, etc.) with both humility and relentless enthusiasm.

You could be a great fit for this role if you have:

• Proven Experience: A highly consistent track record in strategic field sales, specifically developing new logos and selling enterprise cloud software to Fortune 500 companies.
• Complex Deal Expertise: A proven track record of successfully navigating, negotiating, and closing highly complex, six-to-seven-figure software cloud deals with prospects and customers in the defined territory.
• Value-Selling Mastery: Deep experience with target account selling, solution selling, and consultative sales techniques that focus on business value. (Knowledge of MEDDIC, Challenger methodologies, or similar frameworks is a massive plus!)
• Forward-Looking Tech IQ: A solid understanding of how modern technologies, automation, and AI are reshaping enterprise security, data access