Enterprise Account Executive

1 month ago
Full-time
Lead
Sales and Business Development
Okta

Okta

Okta is a leading independent provider of identity solutions for enterprises, offering a comprehensive range of products and services to connect and protect employees, partners, and customers. With a focus on secure access, authentication, and automati...

Professional Services
5K-10K
Founded 2009

Description

  • Plan and execute territory and pipeline generation strategies to acquire net-new logos and meet sales objectives.
  • Consistently deliver ARR revenue targets to support 40% year‑over‑year growth and meet quota schedule.
  • Develop and execute sales tactics across prospecting, pricing, presentations, negotiations, contracting, and closing.
  • Land, adopt, expand, and deepen relationships and opportunities within Enterprise accounts across the client’s organization.
  • Identify and pursue leads that match ideal client profiles and move prospects through to implementation.
  • Orchestrate complex, multi-stakeholder deals and expand relationships across diverse business stakeholders and the client org chart.
  • Leverage channel partners and alliances to identify and open new opportunities and accelerate sales.
  • Position Okta at both functional and business-value levels and act as a thought leader for the platform during presentations and demonstrations.
  • Collaborate cross-functionally with sales engineering, partners, customer-first teams, and other Okta colleagues to deploy resources efficiently and provide feedback to corporate functions.
  • Represent Okta in sales presentations, site visits, product demonstrations, and provide timely input to internal teams to improve outcomes.

Requirements

  • 8+ years of consistent direct field sales experience developing net-new logos selling enterprise cloud software to enterprise companies.
  • Proven track record of new business development and consistently overachieving sales targets, including closing six-figure software cloud deals in the defined territory.
  • Experience utilizing partners, channels, and alliances to drive sales and exceed quota.
  • Experience selling complex enterprise software solutions (examples: enterprise cloud software or infrastructure management, application development/management, security, business applications, analytics).
  • Experience selling during market-creation phases and in high-growth, rapidly changing environments with ability to adapt quickly.
  • Experience engaging with C‑suite executives, demonstrating strong executive presence, polish, and excellent listening skills.
  • Familiarity with target account selling, solution selling, and consultative sales techniques; knowledge of MEDDIC and Challenger methodologies is a plus.
  • Bachelor’s degree required; MBA or equivalent experience is a plus.
  • Willingness to attend in-person onboarding in San Francisco for the first two days and ability to travel to office locations as required.
  • #LI-remote work designation (role is remote but may require in-person activities and travel depending on the organization).

Benefits

  • Annual On Target Compensation (OTE) range for specified states (CA excluding SF Bay Area, CO, IL, NY, WA): $240,000–$360,000 (inclusive of base and incentive); actual OTE depends on skills, experience, and location.
  • Equity offered where applicable in addition to compensation.
  • Health, dental, and vision insurance.
  • 401(k) plan and flexible spending account options.
  • Paid leave including PTO and parental leave.
  • Flexible work environment with tools and policies to support remote and hybrid work; some roles may require in-person onboarding or office visits.
  • Access to company benefits and Total Rewards programs, professional development, and opportunities for community and social impact involvement.

Interested in this position?

Apply directly on the company website

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