Strategic Account Executive

Okta•Los Angeles, CA

3d•$308,000 - $424,000•Remote

About The Position

Okta’s Strategic Account Executives target the company’s largest customers and are responsible for maintaining high activity standards, including daily prospecting, pipeline growth, prospect qualification, and achieving assigned monthly sales revenue targets. The role focuses on providing value to C-suite decision-makers and helping organizations build secure environments for their workforces. The successful candidate will grow a territory through both new-logo acquisition and the development of existing Okta and Auth0 customer relationships. The Strategic Account Executive develops account strategies and pipeline, identifies and engages decision-makers, negotiates and closes agreements, and works with Okta’s partner and internal ecosystems to create and pursue opportunities. The role uses a value-based sales approach and includes travel as needed to cultivate customer and prospect relationships. In-person onboarding and travel to Okta’s San Francisco headquarters are required during the first week of employment. The listed 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 OTE depends on factors such as 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 buy-in with multiple stakeholders.
Significant experience selling in partnership with GSIs and the broader partner ecosystem.
Excellent communication and presentation skills with audiences of varying levels and technical aptitudes.
Confidence and self-direction, along with the humility to work successfully in teams.
Expertise using a sales framework such as MEDDICC, Challenger, or Sandler; Okta uses MEDDPICC.
Ability to complete in-person onboarding and travel to the San Francisco, California headquarters during the first week of employment.

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, target, 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.
Apply 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.
Maintain high activity standards, including daily prospecting, pipeline growth, and prospect qualification.
Grow existing Okta and Auth0 customer relationships while pursuing new logos.