Senior SMB New Biz AE — Identity & SaaS Growth

Okta; Denver (CO); Hybrid; USD 136,000 - 204,000; Full time

Benefits offered by this job

Equity

Health insurance

Dental insurance

Vision insurance

401(k)

Flexible spending account

Paid leave (PTO & parental leave)

Job summary

Okta is seeking a SMB New Business Account Executive focused on new customer acquisition (under 300 employees). You will engage leads, drive top-of-funnel activity, and close new logos by showcasing our identity and access management solutions.

You will manage a defined territory, run demos to executives, and collaborate across GTM teams to hit quota. The role requires the ability to travel to customer sites, strong communication, and a track record of acquiring new customers in a SaaS

Qualifications

• 2 years of experience selling to net new customers in a SaaS/Cloud B2B environment.
• Proven track record acquiring new customers and generating opportunities (new logos).
• Experience using MEDDICC, Challenger or Sandler (Okta uses MEDDPICC).
• Ability to sell in partnership with the channel ecosystem.
• Collaborative with GTM teams including AEs, xDRs, SEs, RMs, CSMs and partners.
• Experience managing a territory-based quota.
• Confident at demos to C-level executives.
• Willingness to travel to customer sites monthly.

Responsibilities

• Engage with leads to understand new customer demands and design solutions with SEs.
• Drive top-of-funnel activity through calls, InMails, events and networking to maintain pipeline.
• Generate self-sourced opportunities and partner with Marketing, SDRs and Partners.
• Build and maintain a robust sales pipeline to meet and exceed targets.
• Conduct product demos and presentations to potential customers.
• Develop and execute a quota- and territory-focused plan for new customers.
• Facilitate onboarding to new products and process sales orders.
• Maintain new customer relationships until handover to Account Team.
• Keep a database of target customers and opportunities.
• Report on sales achievement and forecasts.

Skills

SaaS sales

New logo acquisition

MEDDICC / MEDDPICC

Challenger/Sandler

Territory management

Executive demos

Strong communication

Travel to clients

Education

BS/BA degree

Job description

Okta is seeking a SMB New Business Account Executive focused on new customer acquisition (under 300 employees). You will engage leads, drive top-of-funnel activity, and close new logos by showcasing our identity and access management solutions.

You will manage a defined territory, run demos to executives, and collaborate across GTM teams to hit quota. The role requires the ability to travel to customer sites, strong communication, and a track record of acquiring new customers in a SaaS