Strategic Account Executive (Cybersecurity)

Location: Kansas City, Missouri; remote work with required in-person onboarding and travel to the San Francisco, California headquarters during the first week of employment. Travel is required as necessary to build and cultivate customer and prospect relationships.

Annual OTE: $308,000–$424,000 USD for candidates located in California excluding the San Francisco Bay Area, Colorado, Illinois, New York, and Washington. OTE includes base salary and incentive compensation; equity may also be available.

Company

Okta provides identity and access management infrastructure that helps organizations securely protect workforce and AI identities.

What you will do

• Develop long-term strategies for generating net-new logo pipeline and growing assigned territories.
• Deliver monthly revenue targets and support year-over-year territory growth.
• Identify, develop, and execute account strategies that generate pipeline, advance sales opportunities, and produce predictable bookings.
• Build relationships with C-suite decision makers and other stakeholders in prospect accounts.
• Scope, negotiate, and close enterprise agreements to meet or exceed quota targets.
• Collaborate with partners, xDRs, Presales, Customer First, and the wider Okta ecosystem to create customer value and uncover opportunities.

Requirements

• 12+ years of success growing revenue for sophisticated, complex enterprise SaaS products.
• Ability to evangelize, educate, and create demand with C-level decision makers.
• Ability to navigate complex sales cycles involving multiple customer and internal stakeholders.
• Proven success selling to C-suite audiences and building partnership and buy-in across multiple stakeholders.
• Significant experience selling in partnership with global systems integrators and the wider partner ecosystem.
• Excellent communication and presentation skills for audiences with different levels of technical aptitude.
• Confidence, self-direction, and the humility required to work successfully in teams.
• Expertise using a sales framework such as MEDDICC, Challenger, or Sandler; Okta uses MEDDPICC.
• Availability for in-person onboarding and travel to the San Francisco, California headquarters during the first week of employment.

Culture & Benefits

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