Senior SMB New Business Account Executive

Okta; Dallas (TX); Hybrid; USD 136,000 - 204,000; Full time

Benefits offered by this job

Health insurance

Dental insurance

Vision insurance

401(k)

Job summary

Okta seeks a SMB New Business Account Executive to acquire new customers (sub-300 employees) and expand Okta's identity and access management solutions. You will identify prospects, articulate value, and close deals while collaborating with marketing, partners, and cross-functional GTM teams.

Expect to drive top-of-funnel activity, run product demos for executives, and manage a territory quota with ongoing pipeline development.

Qualifications

• 2 years 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 MEDDICC, Challenger or Sandler (we use MEDDPICC).
• An understanding of selling in partnership with the channel ecosystem.
• Demonstrated experience in collaborating effectively within the GTM ecosystem, including but not limited to: AEs, xDRs, SEs, RMs, CSMs, Partners.
• Prior experience managing a territory based quota.
• Confident presentation skills with the ability to run demos to C-level executives (decision makers).
• Travel to customer sites at least once per month.

Responsibilities

• Engage with leads shared by marketing to understand new customer demands, and work with solution engineers to design relevant solutions.
• Proactively drive your own top of funnel activity through Calls, Inmails, events, networking and other creative avenues always ensuring you have enough pipeline to hit your number.
• Generate self-sourced opportunities as well as partnering with Marketing,SDRs and Partners to win new logos.
• Build and maintain a robust sales pipeline to achieve and exceed sales targets
• Conduct product demonstrations and presentations to potential customers
• Develop and execute against an assigned quota and territory plan focusing purely on bringing in new customers
• Facilitate customer onboarding to new products sold and process sales orders
• Maintain new customer relationships until account is handed over to Customer Account Executive Team
• Maintain database of potential customers/opportunities to pursue
• Reporting on sales achievement and forecasts

Skills

New logo selling

SaaS sales

MEDDPICC

Challenger/Sandler

Territory management

Executive demos

Cross-functional teamwork

Education

BS/BA degree

Job description

Secure Every Identity, from AI to Human

Identity 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. If you are too, let's talk.

The SMB New Business Account Executive Opportunity

As a New Business Account Executive focused on new customer acquisition (under 300 employees), you will play a crucial role in expanding Okta's market presence and driving growth. You will be responsible for identifying and engaging potential clients, effectively communicating the value of our identity and access management software solutions, and closing new business deals

What you'll be doing:

• Engage with leads shared by marketing to understand new customer demands, and work with solution engineers to design relevant solutions
• Proactively drive your own top of funnel activity through Calls, Inmails, events, networking and other creative avenues always ensuring you have enough pipeline to hit your number.
• Generate self-sourced opportunities as well as partnering with Marketing,SDRs and Partners to win new logos.
• Build and maintain a robust sales pipeline to achieve and exceed sales targets
• Conduct product demonstrations and presentations to potential customers
• Develop and execute against an assigned quota and territory plan focusing purely on bringing in new customers
• Facilitate customer onboarding to new products sold and process sales orders
• Maintain new customer relationships until account is handed over to Customer Account Executive Team
• Maintain database of potential customers/opportunities to pursue
• Reporting on sales achievement and forecasts

What you'll bring to the role:

• 2 years 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 MEDDICC, Challenger or Sandler (we use MEDDPICC)
• An understanding of selling in partnership with the channel ecosystem.
• Demonstrated experience in collaborating effectively within the GTM ecosystem, including but not limited to: AEs, xDRs, SEs, RMs, CSMs, Partners
• Prior experience managing a territory based quota
• Confident presentation skills with the ability to run demos to C-level executives (decision makers)
• Strong verbal and written communications skills
• Travel to customer sites at least once per month
• Other travel as needed for company events and team offsites

Preferred experience in any of the following:

• IT/Security sales experience
• Located near an Okta office hub or in region
• BS/BA degree

#LI-Hybrid

P24001

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: https://rewards.okta.com/us

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:

$136,000 — $204,000 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.

If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding pleaseuse this Form to request an accommodation.

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, pleaseclick here to view our full NYC AEDT Notice.