Senior Customer Account Executive, Okta

SMB

$124-186k

OTE

The annual OTE range for this position for candidates located in California, Colorado, New York, and Washington

Junior and Mid level

Austin

Chicago

Denver

San Francisco Bay Area

Management platform securing resources from cloud to ground

Open for applications

Management platform securing resources from cloud to ground

1001+ employees

B2BSecurityInternal toolsSaaSIdentity

Open for applications

$124-186k

OTE

The annual OTE range for this position for candidates located in California, Colorado, New York, and Washington

Junior and Mid level

Austin

Chicago

Denver

San Francisco Bay Area

1001+ employees

B2BSecurityInternal toolsSaaSIdentity

Company mission

To improve the connections between people and tools to make companies more productive and secure.

Job

Company

Role

Who you are

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
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

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
As an Okta AE, you will drive territory growth through both net new logos and cultivating relationships to develop and grow existing Okta Platform customers. With the support of your Okta ecosystem, your focus will be on consistent results and an unwavering commitment to our 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

Top investors

19% employee growth in 12 months

Glassdoor (3.7)

Trustpilot (1.5)

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.

Salary benchmarks

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