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Salary: USD 136,000 - 204,000 / annual
Okta is seeking a Senior Account Executive focused on new customer acquisition in the SMB segment (companies under 300 employees). You will drive new logo growth by identifying and engaging potential clients, communicating the value of Okta's identity and access management solutions, and closing new business deals.
Key responsibilities include:
- Engage with marketing-qualified leads to understand customer needs and collaborate with solution engineers to design tailored solutions
- Proactively generate top-of-funnel activity through calls, InMails, events, networking, and creative outreach to maintain sufficient pipeline
- Self-source opportunities and partner with Marketing, SDRs, and channel partners to win new logos
- Build and maintain a robust sales pipeline to achieve and exceed assigned quota
- Conduct product demonstrations and presentations to potential customers, including C-level executives
- Develop and execute territory plans focused on new customer acquisition
- Facilitate customer onboarding for newly sold products and process sales orders
- Maintain new customer relationships until handoff to the Customer Account Executive team
- Maintain a database of potential customers and opportunities
- Report on sales achievement and forecasts
You will work in a hybrid model with travel to customer sites at least once per month, plus additional travel for company events and team offsites.
Requirements:
- 2+ years of experience selling to net new customers in a SaaS/Cloud B2B environment
- Proven track record acquiring new customers with a focus on new logo prospecting and opportunity identification
- Experience with sales frameworks such as MEDDPICC, Challenger, or Sandler
- Understanding of selling through channel partnerships
- Demonstrated ability to collaborate effectively across GTM functions (AEs, xDRs, SEs, RMs, CSMs, Partners)
- Prior experience managing a territory-based quota
- Confident presentation skills with ability to run demos to C-level decision makers
- Strong verbal and written communication skills
- Willingness to travel to customer sites monthly and for company events
Preferred:
- IT/Security sales experience
- Location near an Okta office hub or in region
- BS/BA degree
