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Salary: USD 212,000 - 318,000 / annual
Okta is seeking an aggressive, high-energy Account Executive focused on net-new logo acquisition in the identity and access management space. You will be positioned between high-velocity sales and strategic enterprise execution, engaging prospective leaders (CISOs, CIOs, IT decision-makers) to articulate the strategic value of Okta's Workforce Identity platform and drive new business growth.
Key Responsibilities:
- Build and execute a strategic territory plan to generate net-new logo pipeline, combining inbound marketing leads, demand-gen campaigns, and self-sourced outbound prospecting
- Initiate and lead discovery sessions with key technical and business decision-makers to evaluate core business challenges and map them to platform solutions
- Orchestrate end-to-end sales campaigns from initial qualification through technical evaluations, executive alignment, commercial negotiations, and close
- Identify, target, and gain access to appropriate key leaders in prospective accounts, building a robust network of executive decision-makers
- Partner closely with Marketing, Demand Generation, SDRs, Solutions Engineers, and Channel Partners to systematically uncover, accelerate, and win new logos
- Maintain rigorous pipeline hygiene, accurately manage deal stages, and forecast quarterly revenue achievements with precision
- Travel as necessary to conduct face-to-face prospect meetings, attend regional field events, and participate in team offsites
- Participate in in-person onboarding at San Francisco or Chicago office during first week of employment
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
