Account Executive, New Business

Okta; San Francisco (CA); On-site; USD 212,000 - 318,000; Full time

Job summary

Okta Inc. in San Francisco is seeking an aggressive New Business Account Executive to land new logos in a fast-paced, enterprise software environment. You will own the full sales cycle from discovery to close, engaging CISOs, CIOs, and IT leaders with a clear business case for our Workforce Identity platform.

This role requires in-person onboarding and travel between San Francisco and Chicago during the first week and beyond, with a generous annual OTE ranging from $212,000 to $318,000 USD.

Qualifications

• 5+ years of success selling complex B2B SaaS or Security/Cloud solutions.
• Security and IT domain expertise with CISOs, CIOs and IT leaders as audience.
• Proficient with structured sales methodologies (APEX).
• Strong pipeline development and outbound prospecting momentum.
• BS/BA degree or equivalent; located near an office hub preferred.

Responsibilities

• Own the full sales cycle from discovery to close for net-new logos.
• Lead discovery sessions with key technical and business decision-makers.
• Demonstrate platform value with compelling business cases to executives.
• Collaborate with Marketing, SDRs, SEs and partners to win new logos.
• Maintain disciplined pipeline, accurate deal stages, and forecast revenue.
• Travel for face-to-face prospect meetings and regional events as needed.

Skills

B2B SaaS sales

Security & Cloud expertise

APEX methodology

Executive presence

Pipeline ownership

Education

BS/BA degree or equivalent

Job description

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 protects the entire workforce identity lifecycle—securing billions of seamless logins, governance workflows, and critical applications every year.

Opportunity

We are looking for an aggressive, high-energy, and strategic New Business Account Executive who thrives in a net-new logo hunting capacity.

Positioned between high-velocity sales and strategic enterprise execution, this role is 100% focused on landing new accounts. Supported by strong corporate marketing and ecosystem campaigns, you will engage prospective leaders, articulate the strategic value of our Workforce Identity platform, and drive new business growth across CISOs, CIOs, and IT decision-makers.

*This role requires in-person onboarding and travel to our San Francisco or Chicago office during the first week of employment.

What You’ll Be Doing

• New Business Acquisition: Build and execute a strategic territory plan to generate net-new logo pipeline, combining inbound marketing leads, demand-gen campaigns, and self-sourced outbound prospecting.
• Deep Discovery & Value Alignment: Initiate and lead discovery sessions with key technical and business decision-makers to evaluate core business challenges and map them to platform solutions.
• Full-Cycle Deal Execution: Orchestrate end-to-end sales campaigns—from initial qualification and solution demonstrations through technical evaluations, executive alignment, commercial negotiations, and close.
• Multi-Threaded Stakeholder Management: Identify, target, and gain access to appropriate key leaders in prospective accounts, building and cultivating a robust network of executive decision-makers.
• Ecosystem Acceleration: Partner closely with Marketing, Demand Generation, SDRs, Solutions Engineers, and Channel Partners to systematically uncover, accelerate, and win new logos.
• Pipeline Discipline & Forecasting: Maintain rigorous pipeline hygiene, accurately manage deal stages, and forecast quarterly revenue achievements with precision.
• Travel: Travel as necessary to conduct face-to-face prospect meetings, attend regional field events, and participate in team offsites.

What You’ll Bring to the Role

• Experience: 5+ years of success selling complex B2B SaaS or Security/Cloud solutions, with a demonstrated history of exceeding quota as a net-new logo hunter.
• Security & IT Domain Expertise: Deep understanding of identity, access management, cybersecurity, and cloud infrastructure; proven ability to command respect with CISOs, CIOs, and IT Directors.
• Sales Methodology: Advanced proficiency in structured sales methodologies (we use APEX Sales Methodology).
• Pipeline Ownership: Proven track record of pipeline development—effectively converting inbound leads while maintaining strong outbound prospecting momentum.
• Communication & Presence: Exceptional executive presence and pitch skills, capable of delivering compelling product demonstrations and value-based business cases to C-suite executives.
• Education & Location: BS/BA degree or equivalent practical experience; located near an office hub or in-region preferred.

#LI-Hybrid

P26144

Below is the annual On Target Compensation (OTE) range for candidates located in San Francisco Bay Area. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit: https://rewards.okta.com/us.

The OTE range for this position for candidates located in the San Francisco Bay area is between: $212,000 — $318,000 USD

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.

If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation.

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