Senior SMB Customer Account Executive, Okta
$124-186k
OTE
+ Equity
More information about location
1 day a week in office
Management platform securing resources from cloud to ground
Be an early applicant
Management platform securing resources from cloud to ground
1001+ employees
Be an early applicant
$124-186k
OTE
+ Equity
More information about location
1 day a week in office
1001+ employees
Company mission
To improve the connections between people and tools to make companies more productive and secure.
Role
Who you are
- 2+ years success in 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 with multiple stakeholders from both the customer base and within the internal ecosystem
- Proven success selling into C-suite and building partnership and buy-in with multiple stakeholders
- Significant experience selling in partnership with GSI’s & the wider partner ecosystem
- Excellent communication and presentation skills with audiences of all levels and all technical aptitudes
- Confident and self driven with the humility required to successfully work in teams
- Expertise using a Sales Framework such as MEDDICC, Challenger or Sandler (we use MEDDPICC)
What the job involves
- Okta’s Small Business Sales Team manages the sales process for our smaller business customers
- The team organizes and conducts sales presentations, site visits and product demonstrations to prospects
- They represent Okta in a consistent, effective and professional manner to best develop and win new clients and current customers
- The successful Okta Account Executive is a highly motivated, self-driven, and experienced Account Executive who is passionate about security and about driving protection against the biggest identity threats
- As an Okta AE, you will be focused on providing value to C-Suite decision makers on their ability to drive the most secure environment possible for their workforce
- You will consistently drive territory growth through driving both net new logos and cultivating and growing existing Okta customers
- You will continually drive territory growth through both net new logos as well as through cultivating relationships to develop and grow existing Okta customers
- Establish a vision and plan to guide your long-term approach to net new logo pipeline generation
- Consistently deliver revenue targets to support YoY 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 your network of decision makers
- Scope, negotiate and close agreements to consistently meet and exceed revenue quota targets
- Holistically embrace, access, and utilize Okta partners to identify and open new, uncharted opportunities
- Build and nurture effective working partnerships within your Okta ecosystem (xDRs, Partners, Presales, Customer First, etc)
- Adopt a strong value based sales approach, always looking to bring a compelling point of view to each customer
- Travel as necessary to build and cultivate customer and prospect relationships
Our take
Okta started off as an identity company where organisations, large and small, could tap into the company to have a single sign-on interface to access all cloud applications now centralised. Okta has since expanded to provide identity management at the device as well as the server level.
The new approach towards network security is increasingly based on identification and authentication, and Okta is on track to become the go-to vendor in the space. They aim to do so by developing products that enable people to access applications and other tools more smoothly and securely than ever before.
Okta has taken strides towards expansion through significant employee growth and shuffling executive leadership. The company has also made lateral moves such as tackling governance concerns, opening up new paths for revenue.
Freddie
Company Specialist at Welcome to the Jungle
Insights
19% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Sep 2015
$75m
SERIES F
Jun 2014
$75m
SERIES E
Total funding: $229.3m
Company benefits
- Work from home opportunities
- Health + Wellness
- Financial Benefits
- Pay + Incentives
- Time Off
- Everyday Living
- Resources
Company HQ
The East Cut, San Francisco, CA
Leadership
Todd McKinnon
(CEO)VP of Development at Salesforce.com and has nearly a decade of experience in various engineering and leadership roles at PeopleSoft.
Frederic Kerrest
(Vice Chairman)Worked in Sales and Business Development at Salesforce.com, and previously co-founded high-tech consulting firm Meridian Global Solutions.
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