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About the Role

Okta secures AI by building 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.

Responsibilities

Plan and execute strategies and sales tactics including: generating new business, territory planning, pre-request for proposal prospecting, relationship development, pricing, presentation and delivery, negotiations, closing and executing contracts.
Identify net new leads that fit within ideal client profiles to market the company’s products and services.
Initiate contact and follow-up on sales meetings and teleconferences.
Meet sales objectives and targets at profitable rates.
Move prospects into implementation.
Meet established sales goals and quota schedule per plan year’s objectives.
Work with sales support to initiate customized proposals and communication for prospective clients.
Develop familiarity with potential clients to best meet their needs and to field inquiries.
Establish a vision and plan to guide long-term approach to net new logo pipeline generation.
Consistently deliver ARR revenue targets to support 40% YOY growth.
Develop and execute sales strategies and tactics to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookings.
Land, adopt, expand, and deepen sales opportunities with Enterprise accounts in your Region.
Explore the full spectrum of relationships and business possibilities across the client’s entire org chart.
Become known as a thought-leader in Okta’s platform.
Expand relationships and orchestrate complex deals across more diverse business stake-holders.
Holistically embrace, access, and utilize the channel/alliances to identify and open new, uncharted opportunities.
Work as a team for the most efficient use and deployment of resources.
Provide timely and insightful input back to other corporate functions.
Position Okta at both the functional and “business value” level with target stakeholders.
Champion Okta to prospective clients at sales presentations, site visits and product demonstrations.
Build effective working partnerships with Okta colleagues (channel partners, sales engineering, business value management, customer first and many more globally).

Requirements

8+ years of consistent track record of employment with direct field sales experience developing net new logos selling enterprise cloud software to enterprise companies.
Previous experience utilizing partners, channels, and alliances to sell more successfully and overachieve quota.
Experience in selling a similar complex solution software (enterprise cloud software or infrastructure management, application development and management, security, business applications, and/or analytics).
Measurable track record in new business development and over achieving sales targets.
Experience in selling complex enterprise software solutions and ability to adapt in high growth, fast-growing, and changing environments.
Experience in successfully selling during market creation phase.
Proven track record of successfully closing six figure software cloud deals with prospects and customers in the defined territory.
Experience in the “C” suite, strong executive presence and polish, and excellent listening skills.
Experience with target account selling, solution selling, and/or consultative sales techniques.
Knowledge of MEDDIC and Challenger methodologies is a plus.

Skills

Enterprise cloud software sales
Channel and alliance sales
Complex solution software sales
New business development
Sales target achievement
Enterprise software solution sales
Adaptability in high-growth environments
Market creation phase selling
Closing six-figure cloud deals
C-suite engagement
Executive presence
Listening skills
Target account selling
Solution selling
Consultative sales techniques

Location

Remote

Work Type

Full-time

Experience Level

8+ years

Education Level

Bachelor's degree
MBA a plus or equivalent experience

Salary/Compensations

$284,000—$391,000 CAD

Benefits

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

About the Company

Okta is a global community spanning over 20 offices worldwide, 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

Okta is an Equal Opportunity Employer. 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 click here to view our full NYC AEDT Notice.