Enterprise Account Executive

Secure Every Identity, from AI to Human

Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real‑world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence.

This is an opportunity to do career‑defining work. We’re all in on this mission. If you are too, let’s talk.

Okta has a vision to free anyone to safely use any technology by providing a secure, highly available, enterprise‑grade platform that secures billions of Workforce log‑ins every year. As an Okta AE, you will drive territory growth through both net new logos and cultivating relationships to develop and grow existing Okta Platform customers. With the support of your Okta ecosystem, your focus will be on consistent results and an unwavering commitment to our customers.

As a New Business Account Executive focused on new customer acquisition, you will play a crucial role in expanding Okta’s market presence and driving growth. You will be responsible for identifying and engaging potential clients, effectively communicating the value of our identity and access management software solutions, and closing new business deals.

Okta’s Enterprise Sales Team manages the sales process for medium‑sized customers. The team organizes and conducts sales presentations, site visits and product demonstrations to prospects and represents Okta in a consistent, effective and professional manner to best develop and win new clients and current customers.

* This role requires in‑person onboarding and travel to our San Francisco, CA HQ office during the first week of employment.

• Engage with leads shared by marketing to understand new customer demands, and work with solution engineers to design relevant solutions
• Proactively drive your own top‑of‑funnel activity through calls, Inmails, events, networking and other creative avenues always ensuring you have enough pipeline to hit your number
• Generate self‑sourced opportunities as well as partner with Marketing, SDRs and Partners to win new logos
• Build and maintain a robust sales pipeline to achieve and exceed sales targets
• Conduct product demonstrations and presentations to potential customers
• Develop and execute against an assigned quota and territory plan focusing purely on bringing in new customers
• Facilitate customer onboarding to new products sold and process sales orders
• Maintain new customer relationships until the account is handed over to the Customer Account Executive Team
• Maintain a database of potential customers/opportunities to pursue
• Report on sales achievement and forecasts

• 3+ years of experience selling to net new customers in a SaaS/Cloud B2B environment
• Proven track record acquiring new customers, including prospecting and identifying opportunities for growth (new‑logo focus)
• Experience using a sales framework such as MEDDICC, Challenger or Sandler (we use MEDDPICC)
• An understanding of selling in partnership with the channel ecosystem
• Demonstrated experience collaborating effectively within the GTM ecosystem, including but not limited to: AEs, xDRs, SEs, RMs, CSMs, Partners
• Prior experience managing a territory‑based quota
• Confident presentation skills with the ability to run demos to C‑level executives (decision makers)
• Strong verbal and written communication skills
• Travel to customer sites at least once per month
• Other travel as needed for company events and team off‑sites

• 7+ years of demonstrated success selling to mid‑sized and/or enterprise customers
• IT/Security sales experience
• Located near an Okta office hub or in the region
• BS/BA degree

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. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on…