Senior Emerging Account Executive

Okta; Illinois; Remote; USD 90,000 - 150,000; Full time

Benefits offered by this job

Health insurance

Dental insurance

Vision insurance

401(k)

Flexible spending account

Paid leave

Parental leave

Job summary

Okta is seeking a Small Medium Business Account Executive (SMB AE) in Illinois to drive new-logo acquisition and expand install base within 100-299 employee organizations. You will own deals end-to-end, coordinate with sales engineers, services, and partners, and tailor Okta solutions to client challenges for measurable business outcomes.

The role requires 2–4 years of B2B SaaS sales experience, a track record of quota attainment, and experience coordinating cross-functional teams in a

Qualifications

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

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

Skills

B2B SaaS sales

Territory management

Negotiation

ISV/Partner experience

Remote selling

Tools

Salesforce

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.