New Business Account Executive

Okta; United States; On-site; USD 110,000 - 180,000; 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 is seeking a high-energy New Business Account Executive to drive net-new logo growth across CISOs, CIOs, and IT decision-makers. The role combines inbound and outbound efforts with strong marketing support to rapidly build a credible pipeline and close strategic deals.

You will conduct discovery sessions, tailor security and identity platform demonstrations, and lead cross-functional teams through negotiations and deployment conversations.

Qualifications

• 5+ years of success selling complex B2B SaaS or Security/Cloud solutions.
• Advanced proficiency in structured sales methodologies (APEX Sales Methodology).
• Exceptional executive presence and pitch skills, capable of delivering compelling product demonstrations and value-based business cases to C-suite executives.

Responsibilities

• Build and execute a strategic territory plan to generate net-new logo pipeline.
• Initiate and lead discovery sessions with key technical and business decision-makers.
• Orchestrate end-to-end sales campaigns—from initial qualification and solution demonstrations through technical evaluations, executive alignment, commercial negotiations, and close.
• Identify, target, and gain access to appropriate key leaders in prospective accounts, building and cultivating a robust network of executive decision-makers.
• Partner closely with Marketing, Demand Generation, SDRs, Solutions Engineers, and Channel Partners to systematically uncover, accelerate, and win new logos.
• Maintain rigorous pipeline hygiene, accurately manage deal stages, and forecast quarterly revenue achievements with precision.
• Travel as necessary to conduct face-to-face prospect meetings, attend regional field events, and participate in team offsites.

Skills

Net-new logo hunting

SaaS sales

Executive presence

Territory planning

Discovery sessions

Education

BS/BA degree or equivalent practical experience

Job description

• 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
• 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
• 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
• 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
• Initiate and lead discovery sessions with key technical and business decision-makers to evaluate core business challenges and map them to platform solutions
• Orchestrate end-to-end sales campaigns-from initial qualification and solution demonstrations through technical evaluations, executive alignment, commercial negotiations, and close
• Identify, target, and gain access to appropriate key leaders in prospective accounts, building and cultivating a robust network of executive decision-makers
• Partner closely with Marketing, Demand Generation, SDRs, Solutions Engineers, and Channel Partners to systematically uncover, accelerate, and win new logos
• Maintain rigorous pipeline hygiene, accurately manage deal stages, and forecast quarterly revenue achievements with precision
• Travel as necessary to conduct face-to-face prospect meetings, attend regional field events, and participate in team offsites

Benefits

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

Proven track record of pipeline development -effectively converting inbound leads while maintaining strong outbound prospecting momentum5+ years of success selling complex B2B SaaS or Security/Cloud solutions, with a demonstrated history of exceeding quota as a net-new logo hunterDeep understanding of identity, access management, cybersecurity, and cloud infrastructure; proven ability to command respect with CISOs, CIOs, and IT DirectorsAdvanced proficiency in structured sales methodologies (we use APEX Sales Methodology)BS/BA degree or equivalent practical experience; located near an office hub or in-region preferredExceptional executive presence and pitch skills, capable of delivering compelling product demonstrations and value-based business cases to C-suite executives