Strategic Account Executive- San Francisco

Okta, Inc.

Job Overview

Location

San Francisco, California

Job Type

Full-time

Full Job Description

📋 Description

• Join Okta, The World’s Identity Company, and play a pivotal role in shaping the future of secure technology access. We are seeking a highly motivated and experienced Strategic Account Executive to drive growth within our largest and most strategic customer accounts in the San Francisco Bay Area. This is a unique opportunity to impact the security and growth trajectory of major enterprises by providing them with Okta's leading identity and access management solutions.
• As a Strategic Account Executive, you will be at the forefront of engaging with C-suite decision-makers, understanding their most pressing security challenges, and articulating the value of Okta's platform in creating a secure environment for their workforces. Your primary focus will be on expanding Okta's footprint within these key accounts, driving both net-new logo acquisition and cultivating deeper relationships with existing customers to drive adoption of our comprehensive identity solutions.
• You will be responsible for developing and executing a comprehensive territory plan, with a strong emphasis on consistent, high-level activity in pipeline generation. This includes daily prospecting, rigorous qualification of opportunities, and consistently meeting and exceeding assigned monthly revenue targets. Your strategic approach will be crucial in identifying, developing, and executing account strategies that lead to predictable and repeatable bookings.
• A key aspect of this role involves identifying, targeting, and gaining access to key leaders and decision-makers within prospect organizations. You will be adept at building and nurturing a robust network of contacts, understanding their business objectives, and positioning Okta as a strategic partner in their digital transformation journey.
• You will be empowered to scope, negotiate, and close complex enterprise agreements, ensuring that revenue quotas are not only met but consistently surpassed. This requires a deep understanding of enterprise sales cycles, value-based selling, and the ability to articulate the ROI of Okta's solutions.
• Collaboration is key to success at Okta. You will be expected to build and maintain strong, effective working partnerships with internal teams, including Extended Sales Development Representatives (xDRs), Presales Engineers, Customer First teams, and other vital ecosystem players. Furthermore, you will leverage Okta's extensive partner network, including Global System Integrators (GSIs), to identify and unlock new, often uncharted, business opportunities.
• A strong value-based sales methodology is essential. You will consistently bring a compelling point of view to every customer interaction, educating them on the evolving threat landscape and how Okta's identity solutions provide the most secure and seamless experience for their users.
• This role demands a proactive and self-driven individual who thrives in a dynamic, fast-paced environment. You will be expected to travel as necessary to foster and strengthen customer and prospect relationships, ensuring a high touch and personalized engagement.
• Okta is committed to fostering a diverse and inclusive environment. We value a variety of perspectives and experiences, and we encourage individuals who are lifelong learners and can contribute unique insights to our team. We are not looking for someone who checks every single box, but rather someone who can help us grow and improve.
• The successful candidate will possess a proven track record of success in selling sophisticated, complex enterprise SaaS products, with a minimum of 12 years of experience in revenue generation. You will have a demonstrated ability to evangelize, educate, and create demand among C-level executives, navigating complex sales cycles with multiple stakeholders.
• Your expertise in building partnerships and securing buy-in from diverse stakeholder groups will be critical. You should have significant experience selling in collaboration with GSI's and the broader partner ecosystem, understanding how to leverage these relationships for mutual success.
• Excellent communication, negotiation, and presentation skills are paramount, enabling you to effectively engage with audiences at all levels and technical aptitudes. You must be confident, self-driven, and possess the humility to collaborate effectively within a team environment.
• A strong understanding of established sales frameworks, such as MEDDICC, Challenger, or Sandler, is highly desirable, as Okta utilizes MEDDPICC. This role requires in-person onboarding and travel to our San Francisco, CA HQ office during the first week of employment.

🎯 Requirements

• 12+ years of proven success in growing revenue for sophisticated, complex enterprise SaaS products.
• Demonstrated ability to evangelize, educate, and create demand with C-level decision-makers.
• Proven success in navigating complex sales cycles with multiple stakeholders and building buy-in.
• Significant experience selling in partnership with GSI’s and the wider partner ecosystem.
• Expertise using a Sales Framework such as MEDDICC, Challenger or Sandler (MEDDPICC preferred).
• Excellent communication, presentation, and negotiation skills, with the ability to engage audiences of all levels and technical aptitudes.

🏖️ Benefits

• Competitive On-Target Earnings (OTE) range of $288,000 - $432,000 USD for San Francisco Bay Area candidates.
• Comprehensive health, dental, and vision insurance plans.
• 401(k) retirement savings plan.
• Flexible Spending Account (FSA) for healthcare and dependent care expenses.
• Generous paid time off (PTO) and parental leave policies.
• Equity opportunities (where applicable).
• Access to Okta's Total Rewards program, offering a holistic view of compensation and benefits.
• Opportunities for professional development and career growth within a leading identity management company.

Skills & Technologies

Remote

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Okta, Inc.

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About Okta, Inc.

Okta provides cloud-based identity and access management software that enables organizations to securely connect employees, partners, and customers to the right technologies. Its platform offers single sign-on, multi-factor authentication, lifecycle management, API access control, and analytics to manage user identities across applications, devices, and networks. The company serves enterprises, government agencies, and small to medium-sized businesses, helping them improve security, compliance, and user experience while reducing IT complexity and support costs.

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