Senior SMB New Business Account Executive

Okta • Chicago, IL

8d

About The Position

As a New Business Account Executive focused on acquiring new customers with fewer than 300 employees, you will help expand Okta’s market presence and drive growth. You will identify and engage potential clients, communicate the value of Okta’s identity and access management software, and close new business. The role focuses exclusively on bringing in new customers through an assigned quota and territory plan. You will maintain customer relationships until their accounts are handed over to the Customer Account Executive Team, and report on sales achievements and forecasts.

Requirements

• At least 2 years of experience selling to net-new customers in a SaaS or cloud B2B environment.
• A proven track record of acquiring new customers, including prospecting and identifying growth opportunities, with a focus on new logos.
• Experience using a sales framework such as MEDDICC, Challenger, or Sandler; Okta uses MEDDPICC.
• Understanding of selling in partnership with a channel ecosystem.
• Demonstrated ability to collaborate effectively across the go-to-market ecosystem, including AEs, xDRs, SEs, RMs, CSMs, and partners.
• Prior experience managing a territory-based quota.
• Confident presentation skills and ability to run product demonstrations for C-level executives and decision makers.
• Strong verbal and written communication skills.
• Ability to travel to customer sites at least once per month and for company events and team offsites as needed.

Nice To Haves

• IT or security sales experience.
• Located near an Okta office hub or in the region.
• BS/BA degree.

Responsibilities

• Engage with marketing-shared leads to understand new customer needs and work with solution engineers to design relevant solutions.
• Proactively generate top-of-funnel activity through calls, InMails, events, networking, and other avenues, maintaining sufficient pipeline to meet sales targets.
• Generate self-sourced opportunities and partner with Marketing, SDRs, and channel partners to win new logos.
• Build and maintain a sales pipeline to achieve and exceed sales targets.
• Conduct product demonstrations and presentations for potential customers, including C-level executives and decision makers.
• Develop and execute an assigned quota and territory plan focused on acquiring new customers.
• Facilitate onboarding for newly sold products and process sales orders.
• Maintain new customer relationships until accounts are transferred to the Customer Account Executive Team.
• Maintain a database of potential customers and opportunities.
• Report on sales achievement and forecasts.
• Travel to customer sites at least once per month and travel as needed for company events and team offsites.

Benefits

• Equity (where applicable).
• Health insurance.
• Dental insurance.
• Vision insurance.
• 401(k).
• Flexible spending account.
• Paid leave, including PTO and parental leave, in accordance with applicable plans and policies.
• Immersive, in-person onboarding experience.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed