Senior SMB Customer Account Executive

The Okta Sales Team

Okta has a vision to free anyone to safely use any technology by providing a secure, highly available, enterprise-grade platform that secures billions of Workforce log-ins every year. As an Okta AE, you will drive territory growth through both net new logos and cultivating relationships to develop and grow existing Okta Platform customers. With the support of your Okta ecosystem, your focus will be on consistent results and an unwavering commitment to our customers.

Learn more about our global Sales team

The Emerging Sales Account Executive Opportunity

Okta’s Small Business Sales Team manages the sales process for our smaller business customers. The team organizes and conducts sales presentations, site visits and product demonstrations to prospects. They represent Okta in a consistent, effective and professional manner to best develop and win new clients and current customers.

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 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 cultivating relationships to develop and grow existing Okta customers.

*This role requires in-person onboarding and travel to our San Francisco, CA HQ office during the first week of employment.

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:

• 2+ 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)

SRCSMBEAST