Account Executive - New Business (Cybersecurity)

Location: Washington, DC; candidates located in California (excluding the San Francisco Bay Area), Colorado, Illinois, New York, and Washington are covered by the stated OTE range. In-person onboarding and travel to the San Francisco or Chicago office are required during the first week; ongoing travel is required for prospect meetings, regional field events, and team offsites.

Annual OTE: $212,000–$318,000 USD, including base salary and incentive compensation; equity and benefits may also apply.

Company

Okta provides a secure, highly available enterprise identity platform for workforce identity, access management, governance workflows, and critical applications.

What you will do

• Build and execute territory plans that generate net-new logo pipeline through inbound leads, demand-generation campaigns, and outbound prospecting.
• Lead discovery sessions with technical and business decision-makers and connect business challenges to Workforce Identity platform solutions.
• Manage full-cycle sales campaigns from qualification and solution demonstrations through technical evaluations, executive alignment, negotiations, and close.
• Develop relationships with executive decision-makers, including CISOs, CIOs, and IT leaders.
• Partner with Marketing, Demand Generation, SDRs, Solutions Engineers, and Channel Partners to win new accounts.
• Maintain pipeline hygiene, manage deal stages, forecast quarterly revenue, and travel for customer and team events.

Requirements

• 5+ years of success selling complex B2B SaaS or Security/Cloud solutions, with a record of exceeding quota as a net-new logo hunter.
• Deep understanding of identity, access management, cybersecurity, and cloud infrastructure.
• Ability to engage credibly with CISOs, CIOs, and IT Directors.
• Advanced proficiency in structured sales methodologies, including APEX Sales Methodology.
• Proven pipeline development experience, including inbound lead conversion and sustained outbound prospecting.
• Exceptional executive presence and pitch skills, including product demonstrations and value-based business cases for C-suite executives.
• BS/BA degree or equivalent practical experience.
• Located near an office hub or in the relevant region is preferred.

Culture & Benefits

• Hybrid work environment with an immersive, in-person onboarding experience.
• 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.
• Opportunities for talent development, social impact, and connection across a global community.