Enterprise Account Executive

📋 Description

• • As an Enterprise Account Executive at Okta, you will be at the forefront of driving significant revenue growth within a defined territory, focusing on both acquiring new enterprise logos and expanding relationships with existing Okta Platform customers. This role is pivotal in realizing Okta's vision of freeing everyone to safely use any technology by providing a robust, secure, and highly available identity management platform.
• • You will be responsible for developing and executing a comprehensive territory strategy, with a strong emphasis on net new logo pipeline generation. This involves identifying key target accounts, understanding their business challenges, and positioning Okta's solutions as critical enablers of their security and digital transformation initiatives.
• • A core aspect of your role will be to consistently achieve and exceed revenue targets, contributing to the year-over-year growth of your assigned territory. This requires a proactive and results-oriented approach to sales, ensuring predictable and repeatable bookings.
• • You will meticulously identify, develop, and execute account strategies, moving opportunities through the sales cycle from initial engagement to successful closure. This includes conducting in-depth discovery, understanding customer needs, and tailoring Okta's value proposition to resonate with C-level decision-makers and key stakeholders.
• • Gaining access to and building relationships with appropriate leaders within prospect organizations will be crucial. You will cultivate a strong network of decision-makers and influencers, understanding their strategic priorities and demonstrating how Okta can address their most pressing identity and security challenges.
• • The ability to scope, negotiate, and close complex enterprise agreements is paramount. You will be expected to manage intricate deal structures, navigate procurement processes, and secure favorable terms that align with Okta's business objectives and customer value.
• • A significant part of your success will hinge on your ability to holistically embrace, access, and leverage Okta's partner ecosystem, including Global System Integrators (GSIs) and other channel partners. This collaborative approach will be key to identifying and unlocking new, often uncharted, business opportunities.
• • You will foster and maintain strong, effective working partnerships within the broader Okta ecosystem. This includes close collaboration with Sales Development Representatives (xDRs), Solution Engineers (Presales), Customer First teams, and other internal stakeholders to ensure a cohesive and successful customer engagement strategy.
• • A strong value-based sales approach is essential. You will consistently aim to bring a compelling point of view to each customer interaction, educating them on the evolving threat landscape and the strategic importance of identity as a foundational element of modern security and business operations.
• • This role requires a commitment to building and nurturing customer and prospect relationships through necessary travel. You will be expected to visit clients and prospects to foster deeper connections, understand their evolving needs, and drive continued engagement and growth.
• • You will be instrumental in evangelizing, educating, and creating demand for Okta's sophisticated SaaS products among C-level decision-makers. This involves translating complex technical capabilities into tangible business outcomes and strategic advantages.
• • Navigating complex sales cycles with multiple stakeholders, both within the customer organization and across Okta's internal teams, will be a daily requirement. Your ability to manage these intricate dynamics will be key to driving deals to successful completion.
• • You will be expected to build and maintain strong partnerships and secure buy-in from multiple stakeholders across various departments within target enterprises.
• • You will utilize a recognized sales framework, such as MEDDPICC, to structure your sales process, ensuring a disciplined and effective approach to opportunity management and forecasting.
• • This role requires an initial in-person onboarding period at either our San Francisco, CA HQ or Chicago, IL office during the first week of employment, ensuring a strong foundation for your success.
• • You will contribute to Okta's mission of making identity accessible and secure for everyone, playing a vital role in protecting businesses from the most significant identity-related threats.