Enterprise Account Executive (Cloud Security)

Location: Remote within the United States, with conditions listed for Tennessee and candidates in California excluding the San Francisco Bay Area, Colorado, Illinois, New York, and Washington.

Annual OTE: $260,000–$358,000 USD, including base salary and incentive compensation, with equity where applicable.

Company

Okta provides cloud-based identity and security infrastructure that helps organizations securely adopt technology, including AI.

What you will do

• Build long-term plans for net-new logo pipeline generation and deliver ARR revenue targets supporting 40% year-over-year growth.
• Develop and execute sales strategies that generate pipeline, drive opportunities, and produce predictable bookings.
• Land, adopt, expand, and deepen opportunities with enterprise accounts across the assigned region.
• Manage complex sales cycles, including prospecting, presentations, proposals, pricing, negotiations, contract closure, and implementation handoff.
• Build executive relationships, use channel and alliance partnerships, and coordinate sales engineering and other internal resources.
• Position Okta’s platform and business value through presentations, site visits, and product demonstrations.

Requirements

• 8+ years of consistent direct field sales experience developing net-new logos through enterprise cloud software sales.
• Proven record of new business development, quota overachievement, and closing six-figure cloud software deals.
• Experience selling complex enterprise software, infrastructure management, application development and management, security, business applications, or analytics solutions.
• Experience working with partners, channels, and alliances, including target-account, solution, or consultative selling.
• Experience engaging C-suite stakeholders, with strong executive presence, communication, and listening skills.
• Bachelor’s degree or equivalent experience; MBA is a plus. Knowledge of MEDDIC and Challenger methodologies is a plus.

Culture & Benefits

• Health, dental, and vision insurance.
• 401(k) and flexible spending account.
• Paid leave, including PTO and parental leave.
• Equity may be available under applicable plans.
• Global community spanning more than 20 offices, with an immersive in-person onboarding experience.