Large Enterprise Account Executive, Okta
UK/I
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
1001+ employees
Company mission
To improve the connections between people and tools to make companies more productive and secure.
Role
Who you are
- Expert level experience selling Software as a Service (SaaS) cloud technology into FTSE 500 organisations. Large Enterprise at Okta means 4000 - 20,000 employees
- Experience self sourcing your opportunities through a range of methods with a drive to win and grow new logos
- Navigated long complex sales cycles with multiple stakeholders from both the customer base and within your own company. Typical deal sizes you may have sold range from $400,000 - $1,000,000 + ARR
- Significant experience selling to both technical audiences such as CIO, CISO, CTO and the commercial personas such as Product, Marketing, HR, Operations etc
What the job involves
- You'd be joining a team of experienced sellers who target the largest multi-national organisations
- We're still in growth mode in our Enterprise space and YoY we've managed to secure some big wins with some incredible clients which still have upsell and cross sell opportunities; however we plan on growing this space hugely in the coming years so we're looking for people who can deliver both whitespace land and expand but also expertly manage complex opportunities
- Go to market as an expert on both our Workforce and Customer identity cloud offerings
- Establish a vision and plan for the accounts assigned in your territory by using a tiering approach
- Build thorough account plans detailing customer strategy, financials, pains, objectives and stakeholders
- Proactively drive your own top of funnel activity through Inmails, events, networking and other creative avenues always ensuring you have enough pipeline to hit your number
- Equally utilise Sales Development (SDR’s & BDR’s), Marketing and the Partner ecosystem to help find and win new logo opportunities
- Leverage upsell and cross sell opportunities within your install base accounts to grow the success of your customers and Okta
- Adopt a strong value based sales approach; always looking to bring a compelling point of view to our customers
- Develop trusted and long term advisory partnership with executives in your accounts, leveraging the Okta technology to support them in hitting their key strategic goals
- Follow a MEDDPICC sales methodology to navigate complexity in the sales cycle and ensure you’re ahead of any obstacles to the deal closing
- Build mutual action plans in partnership with your customers to create shared accountability
- Partner with cross functional teams from Sales Development (SDR’s & BDR’s) to Channel & Alliances, Marketing, Pre-Sales, Solutions Architects, Legal, Deal Desk and more to ensure success for yourself and Okta
- Leverage our Business Value team to show our customers their ROI and deliver effective messaging about the long term impact of the Okta solutions
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. 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
Few candidates hear
back within 2 weeks
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 values
- Love our customers
- Never stop innovating
- Act with integrity
- Be transparent
- Empower our people
Company HQ
The East Cut, San Francisco, CA
Articles
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.
People progressing
Joined as Senior Manager, Recruiting EMEA and promoted to Director, Recruiting EMEA after 3 years. Promoted again to Senior Director, Recruiting EMEA after another 3 years.
Diversity, Equity & Inclusion at Okta
- Workforce: We believe in recruiting diverse talent to create balanced teams
- Workplace: We support and empower employees to be authentic and grow through open conversations and education
- Marketplace: We go to market and sell to diverse audiences
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