Principal Solutions Engineer, Okta
Okta, Strategic
$228-342k
OTE
Management platform securing resources from cloud to ground
Job no longer available
Management platform securing resources from cloud to ground
1001+ employees
Job no longer available
$228-342k
OTE
1001+ employees
Company mission
To improve the connections between people and tools to make companies more productive and secure.
Role
Who you are
- 12+ 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
- Prior experience in a Field CTO, Strategic Advisor, or Sales Strategy role in a high-growth SaaS organization
- Demonstrated success in executing AI-enabled or platform-based sales motions
- Strong understanding of Okta’s platform, ecosystem, and identity security landscape
- Experience working with Fortune 100 enterprises or large regulated industries
- Knowledge of frameworks such as MEDDPICC, Challenger, or other enterprise sales methodologies
- Ability to thrive in a matrixed environment, balancing strategic vision with operational execution
- Passion for innovation, collaboration, and customer success
What the job involves
- The Principal SE - Strategic Accounts will serve as a technical sales strategist, operator, and business partner to Okta’s AMER Strategic Account Directors —accelerating strategic deals, scaling key pursuits, and enabling repeatable success across Okta’s Key Accounts segment
- You will collaborate closely with Strategic 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
- Strategic Planning & Execution
- Serve as a trusted advisor to Okta’s Strategic 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
- Strategic Initiatives
- 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
- Ecosystem & Thought Leadership
- 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
- Innovation and Strategy
- 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
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. It aims 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
(Co-Founder & CEO)VP of Development at Salesforce.com and has nearly a decade of experience in various engineering and leadership roles at PeopleSoft.
Frederic Kerrest
(Co-Founder & 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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