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Salary: USD 212,000 - 318,000 / annual
Okta is seeking an aggressive, high-energy Account Executive focused on new business acquisition in the Washington, DC region. This is a full-cycle sales role positioned to land net-new logos by engaging prospective leaders and articulating the strategic value of Okta's Workforce Identity platform to CISOs, CIOs, and IT decision-makers.
You will build and execute a strategic territory plan combining inbound marketing leads, demand-generation campaigns, and self-sourced outbound prospecting. Your responsibilities include initiating deep discovery sessions with key technical and business decision-makers, orchestrating end-to-end sales campaigns from qualification through close, and managing multi-threaded stakeholder relationships across prospective accounts. You will identify and gain access to appropriate key leaders, building a robust network of executive decision-makers.
You will partner closely with Marketing, Demand Generation, SDRs, Solutions Engineers, and Channel Partners to systematically uncover, accelerate, and win new logos. Pipeline discipline is critical—you will maintain rigorous pipeline hygiene, accurately manage deal stages, and forecast quarterly revenue achievements with precision. Travel is required for face-to-face prospect meetings, regional field events, and team offsites. Note: this role requires in-person onboarding at either the San Francisco or Chicago office during your first week of employment.
Okta secures AI by building trusted, neutral infrastructure that enables organizations to safely embrace this new era. The company operates with speed and urgency, executing with excellence across a global community spanning over 20 offices worldwide.
**Requirements:**
- 5+ years of success selling complex B2B SaaS or Security/Cloud solutions, with demonstrated history of exceeding quota as a net-new logo hunter
- Deep understanding of identity, access management, cybersecurity, and cloud infrastructure; proven ability to command respect with CISOs, CIOs, and IT Directors
- Advanced proficiency in structured sales methodologies (APEX Sales Methodology preferred)
- Proven track record of pipeline development—effectively converting inbound leads while maintaining strong outbound prospecting momentum
- Exceptional executive presence and pitch skills, capable of delivering compelling product demonstrations and value-based business cases to C-suite executives
- BS/BA degree or equivalent practical experience
- Located near an office hub or in-region preferred
