Senior SMB New-Business Account Executive (SaaS)

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

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.