Senior Emerging Account Executive

Okta; Alton (IL); Remote; USD 90,000 - 130,000; Full time

Job summary

Okta is seeking a Small Medium Business Account Executive to drive new-logo acquisitions and expand install base in the 100–299 employee segment. You will own the sales cycle from prospecting to close, collaborate with sales engineers, services, and partners, and tailor Okta’s security platform to customer challenges.

This high-velocity role rewards leadership, collaboration, and ethical work ethic as you build relationships, manage negotiations, and foster long-term strategic accounts across

Qualifications

• 2-4 years of B2B closing sales experience in SaaS/Cloud security is preferred.
• Experience managing a territory-based quota is required or strongly preferred.
• ISV/Partnership experience is a plus.

Responsibilities

• Cultivate relationships with members of the Sales Development Team.
• Build compelling sales decks and deliver product demonstrations.
• Maintain and grow a robust pipeline for the SMB segment (100–299 employees).
• Accelerate customer adoption by expanding Okta’s product use within your base.
• Negotiate contracts and close deals while developing long-term strategic relationships.

Skills

B2B sales

SaaS

Territory quota

Partnerships

Job description

Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era.

Position Description

The Small Medium Business Account Executive (SMB AE) at Okta is responsible for all aspects of new-logo acquisition and install base expansion for our small to medium sized business (100-299 employees). Core responsibilities include territory planning, prospecting, relationship development, running sales cycles, pricing, presentation delivery, negotiations, and closing. In this high-velocity role, expect to own deals from cradle-to-grave in collaboration with account teams, sales engineers, professional services, and partners. Our AE’s strive to understand the specific challenges that both prospects and customers are faced with and map Okta’s solutions accordingly to achieve the desired positive business outcomes. They cultivate positive relationships with customers and key partners while maintaining a solid knowledge of Okta’s evolving technology as well as contending differentiators. It is imperative that you demonstrate leadership qualities, ethical behavior, excellent work ethic and a focus on collaboration with both internal counterparts as well as customers.

Responsibilities

• Cultivate relationships with supporting members of the Sales Development Team
• Build sales decks that wow your prospects during your product demonstrations
• Build and maintain a robust sales pipeline within our small to medium-sized segment
• Accelerate customer adoption by expanding Okta’s product use within your customer base
• Manage contract negotiations
• Develop long-term strategic relationships with key accounts and ensure customer success

Requirements

• 2-4 years of B2B closing sales experience, SaaS/Cloud, security, strongly preferred
• Prior experience managing a territory based quota
• ISV/Partnership experience preferred
• LI-remote

Compensation & Benefits

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. 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. 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:
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Equal Opportunity & Diversity

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.

Accommodation

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.

NYC AEDT Notice

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, please click here to view our full NYC AEDT Notice.