Okta Account Executive- New Business

Okta•San Francisco, CA

1d•$212,000 - $318,000•Hybrid

About The Position

Okta is seeking an aggressive, high-energy, and strategic New Business Account Executive focused entirely on acquiring net-new accounts. Positioned between high-velocity sales and strategic enterprise execution, the role drives new business growth for Okta’s Workforce Identity platform by engaging prospective CISOs, CIOs, and IT decision-makers. The position is supported by corporate marketing and ecosystem campaigns and requires in-person onboarding and travel to the San Francisco or Chicago office during the first week of employment. Travel is also required as necessary for prospect meetings, regional field events, and team offsites. The Account Executive develops and executes territory plans, leads customer discovery, and manages the full sales cycle from qualification and demonstrations through technical evaluation, executive alignment, negotiation, and close. The role partners with internal sales, marketing, technical, and channel teams, while maintaining accurate pipeline records and quarterly forecasts. The posted annual On Target Compensation (OTE) range for candidates located in the San Francisco Bay Area is $212,000–$318,000 USD, inclusive of base salary and incentive compensation. Actual OTE depends on skills, qualifications, experience, and work location. Equity may also be offered, where applicable. Okta provides health, dental, and vision insurance, a 401(k), a flexible spending account, and paid leave, including PTO and parental leave, in accordance with applicable plans and policies.

Requirements

At least 5 years of success selling complex B2B SaaS or Security/Cloud solutions.
Demonstrated history of exceeding quota as a net-new-logo hunter.
Deep understanding of identity, access management, cybersecurity, and cloud infrastructure.
Ability to command respect with CISOs, CIOs, and IT Directors.
Advanced proficiency in structured sales methodologies; Okta uses APEX Sales Methodology.
Proven ability to develop pipeline, convert inbound leads, and sustain outbound prospecting.
Exceptional executive presence and presentation skills, including the ability to deliver compelling product demonstrations and value-based business cases to C-suite executives.
BS/BA degree or equivalent practical experience.

Nice To Haves

Located near an office hub or in-region.

Responsibilities

Build and execute a strategic territory plan to generate net-new-logo pipeline using inbound marketing leads, demand-generation campaigns, and self-sourced outbound prospecting.
Lead discovery sessions with technical and business decision-makers to evaluate business challenges and align them with platform solutions.
Orchestrate full-cycle sales campaigns, from qualification and solution demonstrations through technical evaluations, executive alignment, commercial negotiations, and close.
Identify and engage key leaders in prospective accounts, cultivating a network of executive decision-makers.
Partner with Marketing, Demand Generation, SDRs, Solutions Engineers, and Channel Partners to uncover, accelerate, and win new logos.
Maintain pipeline hygiene, manage deal stages, and accurately forecast quarterly revenue achievements.
Travel as necessary for face-to-face prospect meetings, regional field events, and team offsites.