Large Enterprise Account Executive Okta

Overview

As an Okta Enterprise Account Executive, you drive revenue growth by selling secure identity solutions to large organizations. You engage C-suite leaders, articulate a compelling security value proposition, and cultivate both new logos and existing customers within a partner-enabled ecosystem. You work across complex, multi-stakeholder sales cycles to close transformative enterprise deals. This role offers high impact, cross-functional collaboration, and a path to shaping Okta’s growth in a security-first era.

Pay / Benefits

• Hybrid work model
• Well-being support
• Talent development and community
• Inclusive workplace
• Immigration and equal opportunity
• Onboarding orientation

Responsibilities

• Establish a vision and plan for net new logo pipeline generation
• Consistently deliver YoY revenue targets for territory growth
• Develop and execute account strategies to generate pipeline and bookings
• Identify and access appropriate leaders in prospect accounts and build a decision-maker network
• Scope, negotiate and close agreements to meet/exceed revenue quotas
• Leverage Okta partners to identify and open opportunities
• Build partnerships within the Okta ecosystem (xDRs, Partners, Presales, etc)
• Adopt a value-based sales approach with a strong point of view
• Travel as necessary to build relationships

Key requirements

• Proven success in growing revenue for sophisticated, complex enterprise SaaS products
• Ability to evangelize, educate and create demand with C-level decision makers
• Navigate complex sales cycles with multiple stakeholders from customer and internal ecosystem
• Proven success selling into C-suite and building partnerships with multiple stakeholders
• Experience selling in partnership with GSIs and broader partner ecosystem
• Excellent communication and presentation skills across audiences of all levels and technical aptitudes
• Confident and self-driven with humility to work in teams
• Expertise using a Sales Framework such as MEDDPICC, Challenger or Sandler (Okta uses MEDDPICC)

• Excellent communication
• Presentation skills
• Self-motivation and humility
• Enterprise SaaS sales
• Stakeholder management
• MEDDPICC or other sales frameworks

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