Senior Emerging Account Executive

Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era.

The Small Medium Business Account Executive (SMB AE) at Okta is responsible for all aspects of new-logo acquisition and install base expansion for our small to medium sized business (100-299 employees). Core responsibilities include territory planning, prospecting, relationship development, running sales cycles, pricing, presentation delivery, negotiations, and closing. In this high-velocity role, expect to own deals from cradle-to-grave in collaboration with account teams, sales engineers, professional services, and partners.

Our AE’s strive to understand the specific challenges that both prospects and customers are faced with and map Okta’s solutions accordingly to achieve the desired positive business outcomes. They cultivate positive relationships with customers and key partners while maintaining a solid knowledge of Okta’s evolving technology as well as contending differentiators. It is imperative that you demonstrate leadership qualities, ethical behavior, excellent work ethic and a focus on collaboration with both internal counterparts as well as customers.

• Cultivate relationships with supporting members of the Sales Development Team
• Build sales decks that wow your prospects during your product demonstrations
• Build and maintain a robust sales pipeline within our small to medium-sized segment
• Accelerate customer adoption by expanding Okta’s product use within your customer base
• Manage contract negotiations
• Develop long-term strategic relationships with key accounts and ensure customer success

• 2-4 years of B2B closing sales experience, SaaS/Cloud, security, strongly preferred
• Prior experience managing a territory based quota
• ISV/Partnership experience preferred
• LI-remote

Below is the annual On Target Compensation (OTE) range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. In addition, Okta offers equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. The annual OTE range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between:
$Supporting Your Well-Being
Developing Talent and Fostering Connection + Community
Our global community, spanning over 20 offices worldwide, is united by a drive to innovate.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws.

If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation.

Notice for New York City Applicants & Employees:
Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, please  to view our full NYC AEDT Notice.