Strategic Account Executive, Okta
UK/I
£193-265k
OTE
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
£193-265k
OTE
1001+ employees
Company mission
To improve the connections between people and tools to make companies more productive and secure.
Role
Who you are
- Proven Experience: A highly consistent track record in strategic field sales, specifically developing new logos and selling enterprise cloud software to Fortune 500 companies
- Complex Deal Expertise: A proven track record of successfully navigating, negotiating, and closing highly complex, six-to-seven-figure software cloud deals with prospects and customers in the defined territory
- Value-Selling Mastery: Deep experience with target account selling, solution selling, and consultative sales techniques that focus on business value. (Knowledge of MEDDIC, Challenger methodologies, or similar frameworks is a massive plus!)
- Forward-Looking Tech IQ: A solid understanding of how modern technologies, automation, and AI are reshaping enterprise security, data access, and cloud architectures
- Ecosystem Leverage: Previous success utilizing partners, channels, and alliances to sell more effectively and obliterate your quota
- Domain Knowledge: Experience selling complex cloud solutions in areas like enterprise Cloud/SaaS software, identity/security, infrastructure management, application development, or modern data platforms
- Market Creation Skills: A measurable track record in new business development and over-achieving sales targets, especially in high-growth, fast-changing environments or during market creation phases
- Executive Presence: Deep experience engaging with the “C” suite, possessing strong executive presence, immense polish, and world-class listening skills
What the job involves
- Sentence Splitter
- Our Strategic Account Executives (SAE) are the visionary leaders who orchestrate and drive sales engagements for our most critical and prestigious UKI customers
- In an era where Artificial Intelligence is transforming how enterprises operate, identity has become the new security perimeter
- As an SAE, you won't just be selling software—you will act as a trusted, long-term advisor helping the C-suite safely navigate the AI revolution
- You will build first-class Account Plans that map directly to your customers' overarching business strategies, digital transformation initiatives, and AI adoption plans
- By championing value-based selling, you will translate complex technical capabilities into undeniable business outcomes, showing how secure identity is the ultimate enabler of modern enterprise innovation and ROI
- You will collaboratively plan and orchestrate the execution of aligned account strategies, ensuring robust opportunity generation, deep relationship alignment, and flawless account governance
- Expect to lead from the front: presenting Okta’s transformational proposals, negotiating high-stakes terms, and bringing down complex, multi-layered, seven-figure deals that deliver massive win-win scenarios for both the customer and Okta
- Beyond managing existing relationships, you will hunt for new business leads that fit our ideal client profile, uncovering uncharted territory in the market
- You will align closely with our Global partners to build sustainable strategic engagements, and leverage cutting-edge Account-Based Marketing to ensure Okta's investment continuously aligns with customer growth
- We are seeking a passionate, strategic, and hyper-focused professional to drive massive new revenue growth across Fortune 500 accounts
- As an individual contributor, you will play a vital, high-visibility role in driving a significant share of revenue for Okta, helping the world's most prominent enterprises transition securely into a smarter, AI-driven future
- We provide our reps with an environment where they can make incredibly valuable contributions from day one, while also building endless opportunities for learning and career growth
- The work you do here will directly impact the security, trust, and digital experience of the world's largest organizations
- Establish a Vision: Create and execute a master plan to guide your long-term, strategic approach to the premier accounts assigned in your Territory
- Master Value Selling: Deeply understand your clients' business goals and tie Okta's solutions directly to their strategic imperatives, continuously selling on business value and ROI rather than just features
- Orchestrate Complex Deals: Navigate and close highly complex, multi-stakeholder, seven-figure deals, bringing together cross-functional teams to deliver transformational outcomes
- Enable Secure AI Transformation: Partner with clients to position identity as the critical foundation for their AI initiatives, ensuring they can safely deploy AI agents, automate workflows, and manage machine-to-machine identities without compromising security
- Expand & Deepen: Land, adopt, expand, and entrench sales opportunities within Fortune 500 accounts across your region
- Navigate the Org Chart: Explore the full spectrum of relationships and business possibilities across the client’s entire organizational structure, from technical buyers to the CIO, CISO, and Board of Directors
- Be a Thought Leader: Become the definitive authority on Okta’s platform, the vertical in which you are aligned, and the evolving security requirements of the modern, AI-first enterprise
- Leverage the Ecosystem: Holistically embrace, access, and utilize our channel and alliance partners to identify and crack open new, uncharted opportunities
- Collaborate to Win: Work as a unified team for the most efficient deployment of resources, providing timely and insightful input back to other corporate functions
- Champion the Platform: Represent Okta to prospective clients at executive sales presentations, site visits, and high-impact product demonstrations
- Build Partnerships: Cultivate highly effective working partnerships with your Okta colleagues globally (channel partners, sales engineering, business value management, customer first, etc.) with both humility and relentless enthusiasm
Salary benchmarks
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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