Senior SMB Customer Account Executive

Okta, Inc.; North Carolina; On-site; USD 124,000 - 186,000; Full time

Job summary

Join a leading identity company as an Account Executive, focusing on driving growth through new and existing customer relationships. The role requires strong sales skills, the ability to engage C-suite decision makers, and a passion for security. You'll work in a dynamic environment with opportunities for professional development and social impact.

Benefits

Equity

Health Insurance

Dental Insurance

Vision Insurance

401(k)

Flexible Spending

Paid Leave

Qualifications

• 2+ years success in growing revenue for complex enterprise SaaS products.
• Proven success selling into C-suite and building partnerships.

Responsibilities

• Establish a vision and plan for net new logo pipeline generation.
• Identify, develop and execute account strategies to generate pipeline.
• Travel as necessary to build and cultivate customer relationships.

Skills

Communication

Presentation

Sales

Negotiation

Job description

Okta is The World’s Identity Company. We free everyone to safely use any technology—anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart of business security and growth.

At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box - we’re looking for lifelong learners and people who can make us better with their unique experiences.

Join our team! We’re building a world where Identity belongs to you.

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 secures billions of Workforce log-ins every year. As an Okta AE, you will drive territory growth through both net new logos and cultivating relationships to develop and grow existing Okta Platform customers. With the support of your Okta ecosystem, your focus will be on consistent results and an unwavering commitment to our customers.

The Emerging Sales Account Executive Opportunity

Okta’s Small Business Sales Team manages the sales process for our smaller business customers. The team organizes and conducts sales presentations, site visits, and product demonstrations to prospects. They represent Okta in a consistent, effective, and professional manner to best develop and win new clients and current customers.

The successful Okta Account Executive is a highly motivated, self-driven, and experienced Account Executive who is passionate about security and about driving protection against the biggest identity threats.

As an Okta AE, you will be focused on providing value to C-Suite decision makers on their ability to drive the most secure environment possible for their workforce. You will consistently drive territory growth through both net new logos and cultivating and growing existing Okta customers.

This role requires in-person onboarding and travel to our San Francisco, CA HQ office during the first week of employment.

What You’ll Be Doing :

1. Establish a vision and plan to guide your long-term approach to net new logo pipeline generation
2. Consistently deliver revenue targets to support YoY territory growth
3. Identify, develop and execute account strategies to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookings
4. Identify, target and gain access to appropriate leaders in prospect accounts, building and cultivating your network of decision makers
5. Scope, negotiate and close agreements to meet and exceed revenue quota targets
6. Utilize Okta partners to identify and open new opportunities
7. Build and nurture effective partnerships within your Okta ecosystem (xDRs, Partners, Presales, Customer First, etc)
8. Adopt a strong value-based sales approach, bringing a compelling point of view to each customer
9. Travel as necessary to build and cultivate customer and prospect relationships

What you’ll bring to the role :

1. 2+ years success in growing revenue for sophisticated, complex enterprise SaaS products
2. Ability to evangelize, educate and create demand with C-level decision makers
3. Ability to navigate complex sales cycles with multiple stakeholders
4. Proven success selling into C-suite and building partnerships with multiple stakeholders
5. Experience selling in partnership with GSI’s & the wider partner ecosystem
6. Excellent communication and presentation skills
7. Confident and self-driven with humility to work in teams
8. Expertise using a Sales Framework such as MEDDICC, Challenger or Sandler (we use MEDDPICC)

The annual OTE range for this position in CA, CO, NY, and WA is $124,000—$186,000 USD, including base salary and incentives. Okta offers additional benefits including equity, health, dental, vision insurance, 401(k), flexible spending, and paid leave. For more details, visit our Total Rewards page.

What you can look forward to as a Full-Time Okta employee!

• Making Social Impact
• Developing Talent and Fostering Connection + Community at Okta

Okta provides a dynamic work environment with flexible tools, technology, and benefits to empower employees to work productively and creatively, regardless of location. Some roles may require travel for onboarding and other activities.