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About the Role

Okta is building the trusted, neutral infrastructure to enable organizations to safely embrace AI. This role 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.

Responsibilities

• Maintain high activity standards, including daily prospecting, pipeline growth, and prospect qualification.
• Deliver assigned monthly sales revenue targets.
• Provide value to C-Suite decision makers on driving the most secure environment possible for their workforce.
• Consistently drive territory growth through net new logos and by cultivating and growing existing Okta customers.
• Establish a vision and plan for net new logo pipeline generation.
• Consistently deliver revenue targets to support YoY territory growth.
• Identify, develop, and execute account strategies to generate pipeline, drive sales opportunities, and deliver repeatable and predictable bookings.
• Identify, target, and gain access to appropriate leaders in prospect accounts, building and cultivating a network of decision makers.
• Scope, negotiate, and close agreements to consistently meet and exceed revenue quota targets.
• Holistically embrace, access, and utilize Okta partners to identify and open new opportunities.
• Build and nurture effective working partnerships within the Okta ecosystem (xDRs, Partners, Presales, Customer First, etc).
• Adopt a strong value-based sales approach, bringing a compelling point of view to each customer.
• Travel as necessary to build and cultivate customer and prospect relationships.

Requirements

• 12+ years of success in 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 with multiple stakeholders from both the customer base and within the internal ecosystem.
• Proven success selling into C-suite and building partnership and buy-in with multiple stakeholders.
• Significant experience selling in partnership with GSI’s and the wider partner ecosystem.
• Excellent communication and presentation skills with audiences of all levels and technical aptitudes.
• Confident and self-driven with the humility required to successfully work in teams.
• Expertise using a Sales Framework such as MEDDICC, Challenger, or Sandler (MEDDPICC is used).

Skills

• Security
• Sales
• SaaS
• Enterprise Software
• Account Management
• Pipeline Generation
• Negotiation
• Partner Management
• Communication
• Presentation
• MEDDPICC

Location

• California (excluding San Francisco Bay Area)
• Colorado
• Illinois
• New York
• Washington

Work Type

• Full-time
• Onsite

Experience Level

• 12+ years

Salary/Compensations

• $308,000—$424,000 USD

Benefits

• Health insurance
• Dental insurance
• Vision insurance
• 401(k)
• Flexible spending account
• Paid leave (including PTO and parental leave)

About the Company

• Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era.
• We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate.
• Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one.

Equal Opportunity

• 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.
• 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.