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Salary: USD 144,000 - 198,000 / annual
Okta is seeking a Senior Account Executive focused on small-to-medium business (SMB) new-logo acquisition and expansion within a defined territory. You will own the full sales cycle—from prospecting and relationship development through closing and post-sale expansion—collaborating with sales development teams, sales engineers, professional services, and partners.
Key responsibilities include territory planning and forecasting to hit quarterly quota; building and maintaining a robust pipeline in the SMB segment (100–299 employees); presenting product demonstrations and building compelling sales decks; managing contract negotiations; and developing long-term strategic relationships to drive customer adoption and expansion. You will cultivate deep understanding of prospect and customer challenges, map Okta's identity and security solutions to business outcomes, and maintain knowledge of Okta's technology and competitive differentiators.
This is a high-velocity, quota-carrying role requiring leadership qualities, ethical behavior, strong work ethic, and a collaborative mindset with both internal teams and customers.
**Requirements:**
- 2–4 years of B2B closing sales experience in SaaS/Cloud or security (strongly preferred)
- Proven track record selling to small-to-medium-sized businesses
- Prior experience managing a territory-based quota
- Experience presenting and running product demos to C-level executives
- ISV/partnership experience preferred
- Bachelor's degree (BS/BA) required
