Principal Solutions Engineer, Okta

• We are not looking for someone who checks every single box - we’re looking for lifelong learners and people who can make us better with their unique experiences
• 8+ years of experience in identity, cybersecurity, SaaS, or AI-related domains
• Proven track record of driving strategic sales programs and large, complex deal pursuits
• Strong understanding of AI/ML applications in enterprise go-to-market and security contexts
• Experience in developing C-level messaging and participating in executive-level engagements
• Strong communication and presentation skills, with experience contributing to technical events

Desirable

• The Principal SE - Key Accounts will serve as a technical sales strategist, operator, and business partner to Okta’s AMER Key Account Directors —accelerating strategic deals, scaling key pursuits, and enabling repeatable success across Okta’s Key Accounts segment
• You will collaborate closely with Key Account Directors, GTM leadership, and product stakeholders to:
• Lead pursuit strategy for select large, multi-stakeholder deals
• Drive AI, partner strategy and strategic sales pursuits across large enterprise accounts
• Build and operationalize repeatable sales motions, partner strategies, and AI-enabled sales plays
• Scale and institutionalize best practices that improve win rates and deal velocity
• Serve as a trusted advisor to Okta’s Key Account Directors and sales leadership, helping to support and execute go-to-market strategies for high-impact pursuits
• Assist in developing frameworks and methodologies to increase consistency and predictability across strategic deal cycles
• Partner with the Office of the FCTO to align AI and platform sales narratives with market trends
• Support the planning and execution of AI-driven and enterprise-scale sales initiatives across key industries and territories
• Collaborate with cross-functional teams to drive pursuit discipline, storytelling excellence, and deal orchestration
• Guide account teams on value-based selling strategies, connecting identity outcomes to measurable business impact
• Engage with industry and partner ecosystems to promote Okta’s leadership in AI-enabled identity sales
• Represent Okta in field events, customer summits, and strategic planning forums
• Foster collaboration across GTM teams to enhance pipeline growth and field readiness
• Engage in initiatives that enhance Okta’s competitive differentiation and accelerate long-term growth
• Surface field insights and customer trends to inform global GTM strategy and product roadmap alignment