Inside Account Executive, Okta

• BS/BA degree or equivalent experience
• 2+ years of direct full-cycle, software sales experience in a closing, quota-carrying role, preferably in a SaaS B2B or public sector environment
• Proven track record of meeting and exceeding quota in a sales role
• Experience working in a collaborative sales ecosystem, partnering with AEs, xDRs, SEs, RMs, CSMs, and channel partners
• Ability to effectively allocate time across multiple AEs and SLED territories, ensuring a balanced impact
• Experience independently running demos and leading qualification conversations with government or education stakeholders
• Executive presence and confidence in presenting to senior officials within government agencies and educational institutions

Desirable

• As an Inside Account Executive, SLED at Okta, you are a highly motivated self-starter who thrives in a high-growth, fast-paced, and collaborative environment. You will be responsible for building pipeline and closing new and existing business by selling Okta’s products and services within your assigned public sector territory.
• You will be accountable for achieving quarterly and annual quotas, driving pipeline generation, managing deals proactively, and ensuring forecast accuracy. You will collaborate with cross-functional teams and the broader Okta SLED partner ecosystem to drive adoption and engagement within state, local, and education accounts
• Work closely with assigned West and Central SLED Enterprise Account Executives and their Area Sales Directors to strategically target and close opportunities within state, local government, and education institutions
• Selling SLED deals under $75k in the SLED Enterprise segment
• Navigate Okta’s internal ecosystem—including xDR teams, Deal Desk, Customer Success, and Public Sector-specific teams—to drive the best possible outcomes for government and education customers
• Support sales motions by conducting demos, preparing quotes, proposals, and Business Value Assessments (BVAs) tailored to the needs of SLED customers
• Develop a deep understanding of Okta’s solutions and how they align with government compliance, security mandates, and digital transformation initiatives
• Own and manage your own pipeline within your assigned SLED territory, working with public sector buyers and procurement processes
• Craft and deliver customized sales presentations and product demonstrations to key stakeholders, including CIOs, IT directors, and procurement teams within government and education organizations
• Develop and negotiate strategic-level proposals and contracts, ensuring compliance with public sector procurement regulations
• Accurately forecast sales activity and revenue achievements through the effective use of sales tools
• Travel as necessary, typically 10%, to meet with customers, attend industry events, and support on-site engagements
• San Francisco office hub. 2 days a week in office
• This role requires in-person onboarding and travel to our San Francisco, CA HQ office during the first week of employment