Senior SMB New Business Account Exec

Okta Inc.; Chicago (IL); Hybrid; USD 136,000 - 204,000; Full time

Job summary

Okta is seeking a Senior SMB New Business Account Executive to drive new customer acquisition for accounts with under 300 employees. You will engage prospects, run product demos, and close deals while collaborating with the GTM team and channel partners.

The role requires travel to customer sites at least monthly and a proven ability to build a strong pipeline. You will operate within a hybrid environment across multiple states, targeting mid-market growth and a structured territory plan.

Qualifications

• Two years of experience selling to net new customers in a SaaS/Cloud B2B environment.
• Proven track record acquiring new customers, including prospecting and identifying opportunities for growth (new logo focus).
• Experience using a sales framework such as MEDDPICC (MEDDICC, Challenger or Sandler).
• Understanding of selling in partnership with the channel ecosystem.

Responsibilities

• Engage with leads to understand new customer demands and design relevant solutions with solution engineers.
• Drive top-of-funnel activity through calls, InMails, events, networking to maintain pipeline.
• Generate self-sourced opportunities and partner with Marketing, SDRs and Partners to win new logos.
• Build and maintain a robust sales pipeline to achieve targets.
• Conduct product demonstrations and presentations to potential customers.
• Develop and execute a quota and territory plan focused on bringing in new customers.
• Onboard new customers to sold products and process sales orders.
• Maintain relationships until handover to Customer Account Executive Team.
• Maintain database of potential customers and opportunities.
• Report on sales achievement and forecasts.

Skills

New logo sales

SaaS sales

MEDDPICC

Pipeline management

Executive demos

Cross-functional collaboration

Willing to travel

Education

BS/BA degree

Job description

Okta is seeking a Senior SMB New Business Account Executive to drive new customer acquisition for accounts with under 300 employees. You will engage prospects, run product demos, and close deals while collaborating with the GTM team and channel partners.

The role requires travel to customer sites at least monthly and a proven ability to build a strong pipeline. You will operate within a hybrid environment across multiple states, targeting mid-market growth and a structured territory plan.