Senior SMB Customer Account Executive

Okta, Inc.; Phoenix (AZ); On-site; USD 124,000 - 186,000; Full time

Job summary

A leading company is seeking an Account Executive to drive growth through client acquisition and relationship expansion. The ideal candidate will have experience selling enterprise SaaS products and the ability to engage C-suite decision makers. This role involves developing account strategies, meeting revenue targets, and building partnerships within the Okta ecosystem. The position offers a dynamic work environment with competitive earnings and benefits.

Benefits

Health/Dental/Vision Insurance

401(k)

Flexible Spending Accounts

Paid Leave

Equity

Qualifications

• 2+ years of success in selling complex enterprise SaaS products.
• Proven success in selling to C-suite and building partnerships.

Responsibilities

• Develop a vision and plan for long-term pipeline growth.
• Meet or exceed revenue targets for year-over-year growth.
• Negotiate and close deals to meet revenue quotas.

Skills

Communication

Presentation

Sales

Negotiation

Tools

MEDDPICC

Job description

Okta is The World’s Identity Company. We enable everyone to safely use any technology—anywhere, on any device or app. Our Workforce and Customer Identity Clouds provide secure, flexible access, authentication, and automation, transforming digital interactions by placing Identity at the core of security and growth.

At Okta, we celebrate diverse perspectives and experiences. We’re not seeking perfection but lifelong learners who can contribute their unique insights to make us better.

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

The Okta Sales Team

Our vision is to enable safe technology use by providing a secure, reliable enterprise platform that secures billions of logins annually. As an Okta Account Executive (AE), you will drive growth through new client acquisition and expanding relationships with existing customers, supported by your Okta ecosystem, with a focus on consistent results and customer success.

The Emerging Sales Account Executive Opportunity

Our Small Business Sales Team manages sales for smaller business clients, conducting presentations, site visits, and product demos. They represent Okta professionally to develop new clients and nurture current ones.

The ideal candidate is motivated, self-driven, passionate about security, and committed to protecting against identity threats.

As an Okta AE, your focus will be on providing value to C-Suite decision makers to create a secure environment for their workforce. You will work on growing your territory through new logos and nurturing existing accounts.

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

What You’ll Be Doing :

• Develop a vision and plan for long-term pipeline growth
• Meet or exceed revenue targets for year-over-year growth
• Create and execute account strategies to generate pipeline and sales opportunities
• Engage with decision makers in target accounts and build your network
• Negotiate and close deals to meet revenue quotas
• Leverage Okta partners to identify new opportunities
• Build effective partnerships within the Okta ecosystem
• Adopt a value-based sales approach, presenting compelling points of view
• Travel as needed to build relationships

What you’ll bring to the role :

• 2+ years of success in selling complex enterprise SaaS products
• Ability to educate and create demand with C-level executives
• Experience navigating complex sales cycles with multiple stakeholders
• Proven success in selling to C-suite and building partnerships
• Experience working with GSI’s and partner ecosystems
• Excellent communication and presentation skills
• Self-driven with humility and teamwork skills
• Familiarity with sales frameworks like MEDDICC, Challenger, or Sandler (we use MEDDPICC)

The annual On Target Earnings (OTE) for candidates in California, Colorado, New York, and Washington ranges from $124,000 to $186,000 USD, including base salary and incentives. Additional benefits include equity (where applicable), health/dental/vision insurance, 401(k), flexible spending accounts, and paid leave. For more details, visit our Total Rewards page.

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

• Making a social impact
• Developing talent and fostering community

Okta offers a dynamic work environment with tools, technology, and benefits to support productivity and flexibility. We enable employees to work in ways that foster creativity and success, regardless of location. Find your place at Okta today! Some roles may require travel for in-person onboarding.