Senior SMB New Business Account Executive

Location: Hybrid role in the United States, with conditions listed for Chicago, Illinois; Colorado; Dallas, Texas; and Texas. Travel to customer sites at least once per month is required.

Annual OTE: $136,000–$204,000 USD, including base salary and incentive compensation.

Company

Okta provides identity and access management software and secure identity infrastructure for organizations and AI-enabled environments.

What you will do

• Acquire new SMB customers with fewer than 300 employees and expand Okta’s market presence.
• Engage marketing leads, generate self-sourced opportunities, and build pipeline through calls, InMails, events, networking, and partner channels.
• Collaborate with solution engineers, Marketing, SDRs, account executives, customer success managers, relationship managers, and partners to design and sell relevant solutions.
• Conduct product demonstrations and presentations for potential customers, including C-level decision-makers.
• Develop territory plans, manage quota attainment, maintain forecasts, and close new-logo business.
• Support onboarding, process sales orders, maintain early customer relationships, and hand accounts over to the Customer Account Executive team.

Requirements

• At least 2 years of experience selling to net-new customers in a SaaS or cloud B2B environment.
• Proven success in customer acquisition, prospecting, opportunity identification, and new-logo sales.
• Experience with a sales framework such as MEDDICC, Challenger, or Sandler; Okta uses MEDDPICC.
• Experience managing a territory-based quota and working with channel partners.
• Strong verbal and written communication and confident presentation skills for executive-level demos.
• Ability to travel to customer sites at least once per month and attend additional company events or team offsites as needed.

Nice to have

• IT or security sales experience.
• Location near an Okta office hub or within the assigned region.
• BS or BA degree.

Culture & Benefits

• Health, dental, and vision insurance.
• 401(k) and flexible spending account.
• Paid leave, including PTO and parental leave.
• Equity where applicable.
• In-person onboarding designed to support connection and accelerated impact.
• Opportunities for well-being support, social impact, talent development, and community building.