Strategic SaaS Account Executive - Identity Security

Okta; North Carolina; Hybrid; USD 308,000 - 424,000; Full time

Benefits offered by this job

Health, dental and vision insurance

401(k)

Flexible spending account

Paid leave including PTO and parental

Job summary

Okta is seeking a Strategic Sales Account Executive to drive revenue with its largest customers. You will develop long-term territory plans, win new logos, and grow existing Okta customers, while collaborating with partners and internal teams to close deals and exceed quotas.

You will speak with C-suite leaders, navigate complex enterprise cycles, and travel as needed. The role emphasizes MEDDPICC, measurable outcomes, and value-based selling in a dynamic security-first environment.

Qualifications

• 12+ years of success in growing revenue for sophisticated, complex enterprise SaaS products.
• Ability to evangelize, educate and create demand with C-level decision makers.
• 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 partnerships with multiple stakeholders in the wider partner ecosystem.
• Excellent communication and presentation skills with audiences of all levels and all technical aptitudes.
• Self-driven with the humility to work effectively in teams.
• Expertise using a Sales Framework such as MEDDICC, Challenger or Sandler (we use MEDDPICC).

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 and access leaders in prospect accounts, building your network of decision makers.
• Scope, negotiate and close agreements to meet and exceed revenue quotas.
• Collaborate with Okta partners to identify new opportunities.
• Build partnerships within the Okta ecosystem (xDRs, Partners, Presales, Customer First).
• Adopt a strong value-based sales approach with a compelling POV for each customer.
• Travel as necessary to build and cultivate relationships.

Skills

Enterprise SaaS sales

C-suite engagement

Complex sales cycles

GSI & partner ecosystem

MEDDPICC

Communication skills

Team collaboration

Job description

Okta is seeking a Strategic Sales Account Executive to drive revenue with its largest customers. You will develop long-term territory plans, win new logos, and grow existing Okta customers, while collaborating with partners and internal teams to close deals and exceed quotas.

You will speak with C-suite leaders, navigate complex enterprise cycles, and travel as needed. The role emphasizes MEDDPICC, measurable outcomes, and value-based selling in a dynamic security-first environment.