Okta Account Executive- New Business

Okta•San Francisco, CA

10h•Hybrid

About The Position

Okta is seeking a high-energy, strategic New Business Account Executive focused exclusively on acquiring net-new accounts. The role is positioned between high-velocity sales and strategic enterprise execution and involves engaging prospective leaders, communicating the strategic value of Okta’s Workforce Identity platform, and driving new business growth with CISOs, CIOs, and IT decision-makers. The position requires in-person onboarding and travel to the San Francisco or Chicago office during the first week of employment, along with travel as necessary for prospect meetings, regional field events, and team offsites. The Account Executive owns the sales process from territory planning and pipeline creation through discovery, demonstrations, technical evaluations, executive alignment, negotiation, and close. The role works closely with Marketing, Demand Generation, SDRs, Solutions Engineers, and Channel Partners, while maintaining accurate pipeline records and quarterly forecasts.

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 establish credibility with CISOs, CIOs, and IT Directors.
Advanced proficiency in structured sales methodologies; Okta uses the APEX Sales Methodology.
Proven pipeline development, including converting inbound leads while sustaining outbound prospecting.
Exceptional executive presence and presentation skills, including product demonstrations and value-based business cases for 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 understand challenges and map them to platform solutions.
Manage full-cycle sales campaigns, including qualification, solution demonstrations, technical evaluations, executive alignment, commercial negotiations, and closing.
Identify and engage key leaders in prospective accounts and cultivate networks of executive decision-makers.
Partner with Marketing, Demand Generation, SDRs, Solutions Engineers, and Channel Partners to uncover, accelerate, and win new accounts.
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.
Complete in-person onboarding and travel to the San Francisco or Chicago office during the first week of employment.