Corporate New Business Account Executive (SaaS)

Location: San Francisco, California; hybrid role with travel to customer sites at least once per month and additional travel for company events and team offsites.

Salary: $158,000–$226,000 USD annual On Target Compensation (OTE), inclusive of base salary and incentive compensation; equity may also be offered where applicable.

Company

Okta builds identity and access management infrastructure that helps organizations securely adopt AI and manage identities from AI systems to people.

What you will do

• Acquire new customers with 300–1,249 employees by identifying prospects, understanding customer needs, and communicating the value of identity and access management solutions.
• Generate and manage marketing-sourced and self-sourced opportunities through calls, InMails, events, networking, and creative prospecting channels.
• Partner with Marketing, SDRs, solution engineers, and channel partners to design relevant solutions and win new logos.
• Build and maintain a sales pipeline, execute a territory plan, manage an assigned quota, and achieve or exceed sales targets.
• Conduct product demonstrations and presentations, including demos for C-level decision-makers.
• Facilitate onboarding for newly sold products, process sales orders, maintain relationships until handoff to the Customer Account Executive team, and report on sales achievement and forecasts.

Requirements

• At least 2 years of experience selling to net-new customers in a SaaS or cloud B2B environment.
• Proven success acquiring new customers, including prospecting and identifying growth opportunities with a new-logo focus.
• Experience using a sales framework such as MEDDICC, Challenger, or Sandler; Okta uses MEDDPICC.
• Understanding of selling in partnership with the channel ecosystem.
• Demonstrated collaboration within the GTM ecosystem, including AEs, xDRs, SEs, RMs, CSMs, and partners.
• Prior experience managing a territory-based quota.
• Confident presentation skills and the ability to run product demonstrations for C-level executives and decision-makers.
• Strong verbal and written communication skills.
• Willingness to travel to customer sites at least once per month and travel as needed for company events and team offsites.

Nice to have

• 3+ years of demonstrated success selling to mid-sized and/or enterprise customers.
• IT or security sales experience.
• Located near an Okta office hub or in the relevant region.
• BS or BA degree.

Culture & Benefits

• Hybrid work environment with an immersive, in-person onboarding experience.
• Health, dental, and vision insurance.
• 401(k), flexible spending account, and paid leave including PTO and parental leave.
• Equity may be available where applicable.
• Opportunities related to well-being, social impact, talent development, connection, and community.
• Global community spanning more than 20 offices worldwide.