Enterprise Account Executive

About the role

We are seeking a passionate, results-oriented Enterprise Account Executive to drive revenue growth by calling on Enterprise accounts. You will plan and execute strategies and sales tactics to generate new business, develop relationships, manage pricing, presentations, negotiations, and contract execution. The role involves identifying net new leads, initiating contact, meeting sales objectives, and working with sales support to create customized proposals.

Responsibilities

• Establish a vision and plan to guide long-term net new logo pipeline generation.
• Consistently deliver ARR revenue targets to support 40% year-over-year growth.
• Develop and execute sales strategies to generate pipeline, drive opportunities, and deliver predictable bookings.
• Land, adopt, expand, and deepen sales opportunities with Enterprise accounts in your region.
• Explore relationships and business possibilities across the client’s entire organization.
• Become a thought-leader in Okta’s platform.
• Expand relationships and orchestrate complex deals across diverse business stakeholders.
• Leverage channel/alliances to identify and open new opportunities.
• Collaborate with Okta colleagues (e.g., channel partners, sales engineering, business value management) to optimize resource deployment.
• Provide timely and insightful input to other corporate functions.
• Position Okta at both the functional and business-value level with target stakeholders.
• Champion Okta through sales presentations, site visits, and product demonstrations.

Requirements

• 8+ years of direct field sales experience with a consistent track record of developing net new logos selling enterprise cloud software.
• Experience utilizing partners, channels, and alliances to sell successfully and overachieve quota.
• Experience selling complex solution software in areas such as enterprise cloud software, infrastructure management, application development, security, business applications, or analytics.
• Measurable track record in new business development and overachieving sales targets.
• Ability to adapt in high-growth, fast-changing environments.
• Experience selling during market creation phases.
• Proven track record of closing six-figure software cloud deals in your defined territory.
• Experience engaging with the “C” suite, strong executive presence, and excellent listening skills.
• Experience with target account selling, solution selling, or consultative sales techniques; knowledge of MEDDIC and Challenger methodologies is a plus.
• Bachelor’s degree; MBA or equivalent experience is a plus.

Pay

The annual On Target Earnings (OTE) range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between $260,000 USD and $358,000 USD. OTE includes base salary and incentive compensation and depends on skills, qualifications, experience, and work location.

Benefits

• Equity (where applicable).
• Health, dental, and vision insurance.
• 401(k) retirement plan.
• Flexible spending account.
• Paid leave, including PTO and parental leave.

For more details, visit Okta’s Total Rewards program.

Schedule

This role requires in-person onboarding in San Francisco for the first two days.