Key Account Executive, Okta
Auth0
$308-462k
OTE
Management platform securing resources from cloud to ground
Open for applications
Management platform securing resources from cloud to ground
1001+ employees
Open for applications
$308-462k
OTE
1001+ employees
Company mission
To improve the connections between people and tools to make companies more productive and secure.
Role
Who you are
- This role requires a deep understanding of the CIAM landscape and the ability to partner effectively across a “One Team” ecosystem
- Specialized Expertise: Proven track record of selling complex SaaS solutions, with a specific focus on Identity (IAM) or Developer-centric platforms (CIAM experience highly preferred)
- Collaborative Selling: Demonstrated ability to work in a matrixed environment, successfully partnering with account owners to drive specialized revenue
- Technical Acumen: Ability to translate complex technical requirements into business value and navigate SKU-level pricing and strategy
- Strategic Execution: Experience navigating multi-million dollar sales cycles within Global or Key accounts, with a focus on deal shaping and competitive displacement
- Communication: Exceptional presence and the ability to lead technical discovery sessions with both developer personas and executive stakeholders
What the job involves
- The Auth0 Account Executive is a specialized product expert responsible for driving the discovery, positioning, and deal strategy for our Auth0 CIAM (Customer Identity and Access Management) solutions within our most strategic, high-value accounts
- While the Key Account Director (KAD) owns the overall account relationship and forecast, you are the tactical engine driving Auth0-specific winning tactics and opportunity shaping
- You will act as the subject matter expert to accelerate deal velocity and ensure customers receive the optimal technical solution for their complex identity needs, transitioning seamlessly between high-level business outcomes and technical SKU strategies
- CIAM Deal Strategy: Lead Auth0-specific discovery and positioning, including the development of SKU strategies and pricing models in conjunction with Auth0 SE specialists to meet complex customer requirements
- Opportunity Shaping: Partner closely with the KAD on pipeline generation and the proactive shaping of new opportunities to ensure a robust Auth0 presence within the strategic account portfolio
- Competitive Positioning: Drive deal execution by maintaining a strong competitive position for Auth0, implementing winning tactics to overcome technical hurdles or market competition
- Solution Alignment: Collaborate with Principal SEs to validate when Auth0 is the “best-fit” technology for a customer’s specific use case, ensuring high-quality, sustainable customer outcomes
- Commercial Alignment: Support the KAD in aligning commercial terms and ensuring that all Auth0-specific technical and business requirements are accurately reflected in the final proposal
- Key Account Director (KAD): Act as the primary specialist partner to the KAD, providing the deep product expertise needed to capture CIAM revenue while supporting the KAD’s overall account ownership and forecasting
- Technical Specialists: Work hand-in-hand with Auth0 SE specialists and Principal SEs to lead CIAM-specific discovery sessions and validate technical fit
- The Customer: Serve as the dedicated Auth0 subject matter expert during engagements, leading deep-dive discussions on CIAM business outcomes and technical implementation
- Internal Leadership: Collaborate with Front Line Management (FLM) to ensure alignment and resolve any role friction, maintaining a seamless "One Team" experience for the customer
- Cross-Functional Teams: Align with the broader account team (Customer Success, Legal, and Finance) to ensure Auth0 messaging and commercials are consistent with the overall strategic account plan framed by the KAD
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.
Salary benchmarks
We don't have enough data yet to provide salary benchmarks for this role.
Submit your salary to help other candidates with crowdsourced salary estimates.
Share this job
View 151 more jobs at Okta