Okta Account Executive- New Business

Okta; Washington (District of Columbia); On-site; USD 212,000 - 318,000; Full time

Benefits offered by this job

Health insurance

Dental insurance

Vision insurance

401(k)

Flexible spending account

Paid leave

Job summary

Okta is seeking an aggressive New Business Account Executive to drive net-new logos. The role requires in-person onboarding and travel to our San Francisco or Chicago offices during the first week of employment.

You will build territory plans, run discovery sessions with CISOs and IT leaders, and manage end-to-end deals, partnering with Marketing, SDRs, SEs, and Channel Partners to win new logos. Strong executive presence is essential.

Qualifications

• 5+ years of success selling complex B2B SaaS or Security/Cloud solutions.
• Demonstrated history of exceeding quota as a net-new logo hunter.
• Deep understanding of identity, access management, cybersecurity, and cloud infrastructure.
• Advanced proficiency in structured sales methodologies (APEX Sales Methodology).
• Proven pipeline ownership and outbound prospecting momentum.

Responsibilities

• Build and execute a strategic territory plan to generate net-new logo pipeline.
• Lead discovery sessions with key technical and business decision-makers.
• Orchestrate end-to-end sales campaigns from qualification to close.
• Identify and access executive decision-makers in prospective accounts.
• Partner with Marketing, Demand Gen, SDRs, SEs, and Channel Partners to win new logos.
• Maintain rigorous pipeline hygiene and forecast quarterly revenue.
• Travel for face-to-face prospect meetings and events.

Skills

Net-new logos hunting

B2B SaaS sales

Executive messaging

APEX methodology

Discovery & value mapping

Stakeholder management

Security/IT domain

Travel willingness

Education

BS/BA degree

Job description

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

The Opportunity

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

*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.

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.

#LI-Hybrid

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: $212,000 — $318,000 USD.