Strategic Account Executive

Okta; United States; Remote; USD 308,000 - 424,000; Full time

Benefits offered by this job

Equity

Bonus

Health insurance

Dental insurance

Vision insurance

401(k)

Flexible spending account

Paid leave

Job summary

Okta is seeking a Strategic Account Executive to drive revenue growth with top customers in a highly security-conscious market. You will lead net-new logo initiatives while nurturing and expanding existing Okta relationships, including Auth0 customers, with a focus on C‑suite engagements and value-based selling.

You will operate in a fast-paced, consensus-driven environment requiring excellent communication, strategic planning and collaboration with partners, presales, and customer success

Qualifications

• Experience selling complex enterprise SaaS to executive-level buyers.
• Strong ability to evangelize, educate and create demand with C‑level decision makers.
• Proven success navigating long, multi-stakeholder sales cycles.

Responsibilities

• Establish a vision and plan to guide long-term net new logo pipeline generation.
• Consistently deliver revenue targets to support YoY territory growth.
• Identify, develop and execute account strategies to generate pipeline and bookings.
• Identify, target and gain access to leaders in prospect accounts and build a decision-maker network.
• Scope, negotiate and close agreements to meet and exceed revenue quota targets.
• Collaborate with Okta partners to identify and open new opportunities; build ecosystem partnerships.
• Build and nurture effective working relationships within the Okta ecosystem (xDRs, Partners, Presales, Customer First).
• Adopt a strong value-based sales approach and bring a compelling POV to customers.
• Travel as necessary to cultivate customer and prospect relationships.

Skills

Enterprise SaaS sales

C-level selling

Multi-stakeholder selling

Partner ecosystem experience

MEDDICC / MEDDPICC

Executive communication

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.

Strategic Account Team

We have a team of highly experienced sellers who are targeting Okta’s largest customers. This segment represents one of the biggest opportunities for growth at Okta. Each Strategic Account Executive is responsible for maintaining high activity standards; daily prospecting, pipeline growth, prospect qualification, and delivering assigned monthly sales revenue targets.

The Strategic Account Executive Opportunity

The successful Okta Account Executive is a highly motivated, self-driven, and experienced Account Executive who is passionate about security and about driving protection against the biggest identity threats.

As an Okta Strategic AE, you will be focused on providing value to C‑Suite decision makers on their ability to drive the most secure environment possible for their workforce. You will consistently drive territory growth through driving both net new logos and cultivating and growing existing Okta customers. You will continually drive territory growth through both net new logos as well as through cultivating relationships to develop and grow existing Auth0 customers.

What You’ll Be Doing:

• Establish a vision and plan to guide your long‑term approach to net new logo pipeline generation
• Consistently deliver revenue targets to support YoY territory growth
• Identify, develop and execute account strategies to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookings
• Identify, target and gain access to appropriate leaders in prospect accounts, building and cultivating your network of decision makers
• Scope, negotiate and close agreements to consistently meet and exceed revenue quota targets
• Holistically embrace, access, and utilize Okta partners to identify and open new, uncharted opportunities
• Build and nurture effective working partnerships within your Okta ecosystem (xDRs, Partners, Presales, Customer First, etc)
• Adopt a strong value based sales approach, always looking to bring a compelling point of view to each customer
• Travel as necessary to build and cultivate customer and prospect relationships

What you’ll bring to the role:

• 12 + years success in growing revenue for sophisticated, complex enterprise SaaS products
• Ability to evangelize, educate and create demand with C‑level decision makers
• Ability to navigate complex sales cycles with multiple stakeholders from both the customer base and within the internal ecosystem
• Proven success selling into C‑suite and building partnership and buy‑in with multiple stakeholders
• Significant experience selling in partnership with GSI’s & the wider partner ecosystem
• Excellent communication and presentation skills with audiences of all levels and all technical aptitudes
• Confident and self driven with the humility required to successfully work in teams
• Expertise using a Sales Framework such as MEDDICC, Challenger or Sandler (we use MEDDPICC)
• This role requires in‑person onboarding and travel to our San Francisco, CA HQ office during the first week of employment

#LI-Remote

P7859

Below is the annual base salary range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. Your actual base salary will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable), bonus, 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 base salary range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between:

$308,000—$424,000 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 please use 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, please click here to view our full NYC AEDT Notice.