Strategic Account Executive

Okta•San Francisco, CA

10d•Hybrid

About The Position

Okta is hiring a Strategic Account Executive to grow revenue among its largest customers and prospects. The role focuses on helping C-suite decision makers create secure environments for their workforces, generating new-logo opportunities, and cultivating and expanding existing Okta and Auth0 customer relationships. The successful candidate will develop account strategies, build relationships with decision makers, manage complex sales cycles, negotiate and close agreements, and consistently meet or exceed revenue targets. The role involves working with Okta’s partner and internal ecosystems and traveling as necessary to develop customer and prospect relationships. In-person onboarding and travel to Okta’s San Francisco headquarters are required during the first week of employment.

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 buy-in with multiple stakeholders.
Significant experience selling in partnership with GSI organizations and the wider partner ecosystem.
Excellent communication and presentation skills with audiences of all levels and technical aptitudes.
Confidence, self-direction, and 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 and support year-over-year territory growth.
Identify, develop, and execute account strategies to generate pipeline, drive sales opportunities, and deliver repeatable, predictable bookings.
Identify and gain access to leaders in prospect accounts, building and cultivating a network of decision makers.
Scope, negotiate, and close agreements to meet or exceed revenue quota targets.
Use Okta partners to identify and open new opportunities.
Build and nurture working partnerships across the Okta ecosystem, including xDRs, partners, Presales, and Customer First.
Use a value-based sales approach and bring a compelling point of view to customer discussions.
Travel as necessary to build and cultivate customer and prospect relationships.
Attend in-person onboarding and travel to the San Francisco headquarters during the first week of employment.