Senior Emerging Account Executive

Okta; Springfield (IL); Hybrid; USD 144,000 - 198,000; Full time

Benefits offered by this job

Equity

Health insurance

401(k)

Paid leave

Job summary

Okta is seeking a Small Medium Business Account Executive to own new-logo acquisition and install-base expansion within 100–299 employee organizations. You will drive territory planning, prospecting, and end-to-end deal cycles in collaboration with account teams, SEs, services, and partners.

This high-velocity role requires delivering demos to C-level executives, negotiating contracts, and building a robust pipeline. A proven SMB SaaS sales track record is essential.

Qualifications

• 2-4 years of B2B closing sales experience in SaaS/Cloud, preferably security.
• Track record of selling to small to medium-sized businesses.
• Experience managing a territory-based quota.
• ISV/Partnership experience preferred.
• Experience presenting demos to C-level executives.
• BS/BA degree required.

Responsibilities

• Forecast opportunities to hit or exceed quarterly quota in a defined territory.
• Cultivate relationships with Sales Development Team members.
• Build sales decks for product demonstrations.
• Maintain a robust sales pipeline in SMB segment.
• Work with partners and alliances to extend reach and opportunities.
• Accelerate customer adoption and manage contract negotiations.
• Develop long-term strategic relationships with key accounts.

Skills

B2B SaaS sales

Executive demos

Territory planning

Relationship building

Education

BS/BA degree

Job description

Secure Every Identity, from AI to HumanIdentity 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.

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.

Job Duties and Responsibilities

• Forecast opportunities to hit or exceed a quarterly quota in a defined territory
• 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
• Work with partners and strategic alliances to extend reach & new opportunities
• 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

Required Experience

• 2-4 years of B2B closing sales experience, SaaS/Cloud, security, strongly preferred
• A track record of success selling to small to medium-sized businesses
• Prior experience managing a territory based quota
• ISV/Partnership experience preferred
• Experience presenting/running demos to C-level executives
• BS/BA degree required
• #LI-remote

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:

• equity (where applicable)
• health, dental and vision insurance
• 401(k)
• flexible spending account
• paid leave (including PTO and parental leave)

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:$144,000—$198,000 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.

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 view our full NYC AEDT Notice.