Strategic Account Executive

Okta•Minnesota, MN

5h•$308,000 - $424,000•Remote

About The Position

Okta is hiring a Strategic Account Executive to drive growth among its largest customers and prospects. The role focuses on helping C-suite decision makers create secure workforce environments, generating new-logo business, and cultivating and growing existing Okta and Auth0 customer relationships. The successful candidate is motivated, self-driven, experienced in enterprise sales, and passionate about security and identity protection. The Strategic Account Executive develops territory and account strategies, generates and qualifies pipeline, manages complex sales opportunities, and closes agreements to meet and exceed revenue targets. The role involves building relationships with decision makers, working with Okta’s internal teams and partners, and using a value-based sales approach. Travel is required as necessary to build customer and prospect relationships, and in-person onboarding at Okta’s San Francisco headquarters is required during the first week of employment. The stated annual on-target compensation range is $308,000–$424,000 for candidates located in California (excluding the San Francisco Bay Area), Colorado, Illinois, New York, and Washington. Actual compensation depends on factors such as skills, qualifications, experience, and work location. Okta also offers equity where applicable and benefits including health, dental, and vision insurance, a 401(k), flexible spending account, and paid leave, including PTO and parental leave, subject to applicable plans and policies.

Requirements

12 or more years of success 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 involving multiple customer and internal stakeholders.
Proven success selling to C-suite decision makers and building partnerships and stakeholder buy-in.
Significant experience selling in partnership with GSI organizations and the wider partner ecosystem.
Excellent communication and presentation skills with audiences of varying levels and technical aptitudes.
Confidence, self-direction, and the humility to work successfully in teams.
Expertise using a sales framework such as MEDDICC, Challenger, or Sandler; Okta uses MEDDPICC.

Responsibilities

Establish a vision and plan for long-term net-new-logo pipeline generation.
Consistently deliver revenue targets to support year-over-year territory growth.
Identify, develop, and execute account strategies to generate pipeline, drive sales opportunities, and deliver repeatable and predictable bookings.
Identify and gain access to appropriate leaders in prospect accounts, building and cultivating a network of decision makers.
Scope, negotiate, and close agreements to meet and exceed revenue quota targets.
Use Okta partners to identify and open new opportunities.
Build and nurture working partnerships within the Okta ecosystem, including xDRs, partners, Presales, and Customer First.
Use a value-based sales approach and bring a compelling point of view to customers.
Travel as necessary to build and cultivate customer and prospect relationships.
Complete in-person onboarding and travel to Okta’s San Francisco headquarters during the first week of employment.