Corporate New Business Account Executive

Okta; Charlotte (NC); Hybrid; USD 188,000 - 282,000; Full time

Benefits offered by this job

Equity (where applicable)

Health insurance

Dental insurance

Vision insurance

401(k)

Paid leave

Job summary

Okta is seeking a Corporate New Business Account Executive to acquire new customers (300–1,249 employees) and expand Okta’s market presence. You will identify leads, architect solutions with SEs, deliver demos, and close deals, all while maintaining a robust pipeline and achieving a territory quota.

You will collaborate across GTM teams, own prospecting, and conduct executive-level presentations. This hybrid role may involve travel to customer sites, with a strong focus on new-logo growth.

Qualifications

• 2 years experience selling to net new customers in a SaaS/Cloud B2B environment.
• Proven track record acquiring new customers and driving growth (new logo focus).
• Experience using a sales framework such as MEDDICC, Challenger or Sandler (we use MEDDPICC).
• Understanding of selling in partnership with the channel ecosystem.
• Collaborating effectively within the GTM ecosystem (AEs, xDRs, SEs, RMs, CSMs, Partners).
• Experience managing a territory-based quota.
• Demonst rating skills with C-level executives; strong communication.
• Travel to customer sites at least monthly; other travel as needed.

Responsibilities

• Engage with leads to understand new customer demands and design relevant solutions with SEs.
• Drive top-of-funnel activity via calls, InMails, events, and networking to maintain pipeline.
• Generate self-sourced opportunities and partner with Marketing, SDRs, and Partners.
• Build and maintain a robust sales pipeline to meet and exceed targets.
• Conduct product demonstrations and presentations to potential customers.
• Execute against quota and territory plan focused on new customers.
• Onboard new customers to sold products and process sales orders.
• Hand over to Customer Account Executive Team after onboarding.
• Maintain a database of potential customers and opportunities.
• Report on sales achievement and forecasts.

Skills

New logo acquisition

MEDDPICC" framework

C-level demos

Territory management

Cross-functional collaboration

Strong communication

Prospecting

Travel readiness

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.

The Corporate New Business Account Executive Opportunity

As a New Business Account Executive focused on new customer acquisition (300-1,249 employees), you will play a crucial role in expanding Okta's market presence and driving growth. You will be responsible for identifying and engaging potential clients, effectively communicating the value of our identity and access management software solutions, and closing new business deals

What you'll be doing:

• Engage with leads shared by marketing to understand new customer demands, and work with solution engineers to design relevant solutions


• 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.


• Generate self-sourced opportunities as well as partnering with Marketing,SDRs and Partners to win new logos.


• Build and maintain a robust sales pipeline to achieve and exceed sales targets


• Conduct product demonstrations and presentations to potential customers


• Develop and execute against an assigned quota and territory plan focusing purely on bringing in new customers


• Facilitate customer onboarding to new products sold and process sales orders


• Maintain new customer relationships until account is handed over to Customer Account Executive Team


• Maintain database of potential customers/opportunities to pursue


• Reporting on sales achievement and forecasts

What you’ll bring to the role:

• 2 years experience selling to net new customers in a SaaS/Cloud B2B environment


• Proven track record acquiring new customers, including prospecting and identifying opportunities for growth (new logo focus)


• Experience using a sales framework such as MEDDICC, Challenger or Sandler (we use MEDDPICC)


• An understanding of selling in partnership with the channel ecosystem.


• Demonstrated experience in collaborating effectively within the GTM ecosystem, including but not limited to: AEs, xDRs, SEs, RMs, CSMs, Partners


• Prior experience managing a territory based quota


• Confident presentation skills with the ability to run demos to C-level executives (decision makers)


• Strong verbal and written communications skills


• Travel to customer sites at least once per month


• Other travel as needed for company events and team offsites

Preferred experience in any of the following:

• 3+ years demonstrated success selling to mid-sized and/or enterprise customers


• IT/Security sales experience


• Located near an Okta office hub or in region


• BS/BA degree

LI-Hybrid

P7450

Below is the annual On Target Compensation (OTE) range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. 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 annual OTE range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between:

$188,000 — $282,000 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 pleaseuse this Form to request an accommodation.

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, pleaseclick here to view our full NYC AEDT Notice.