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.
About the Role
At Okta, we believe in choosing the path of high ambition, long-term impact, and constant innovation over the status quo. As an Enterprise Account Executive, you will take full ownership of driving growth across your territory by acquiring net-new logos, expanding existing enterprise relationships, and partnering with key regional influencers.
Supported by Okta's ecosystem, you will execute high-impact sales strategies to build pipeline, accelerate deal cycles, and deliver predictable ARR growth. This is an opportunity to lead complex, six-figure enterprise sales from initial engagement through contract execution, positioning Okta as a strategic identity partner.
What You’ll Do
- Drive Ambitious Growth: Consistently deliver against ARR targets to support 40%+ YOY growth by executing a long-term strategy for net-new logo generation.
- Land & Expand: Identify ideal client profiles, uncover new opportunities, and deepen Okta's footprint across enterprise organizations using a Land, Adopt, Expand, and Deepen model.
- Orchestrate Complex Enterprise Deals: Lead end-to-end sales cycles from prospecting through negotiation and closing, framing Okta’s platform around tangible business value.
- Put Customers First: Embody Okta’s core value—Always Love Our Customers—by solving genuine business challenges and delivering long-term value over short-term wins.
- Leverage the Ecosystem: Collaborate across internal teams (Solutions Engineering, Business Value Management, Customer Success) and external channel/alliance partners to unlock new opportunities.
- Lead with Integrity & Polish: Engage C-suite stakeholders with active listening, clear communication, and executive presence, establishing yourself as a trusted advisor on Okta's platform.
What You’ll Bring
- Proven Track Record: Extensive experience in enterprise cloud software field sales, with a documented history of meeting/exceeding quotas and closing six-figure deals.
- Domain Expertise: Experience selling complex SaaS/Cloud solutions across Identity, Security, Infrastructure Management, App Dev, or Business Applications.
- Strategic Sales Mastery: Experience with consultative selling methodologies (e.g., MEDDPICC, Challenger) and a track record of thriving in fast-changing, high-growth environments.
- Executive Presence: Strong communication, active listening, and presentation skills needed to engage and negotiate with C-level executives.
- Partner-First Mindset: Proven ability to leverage channel partners and alliance ecosystems to expand reach and accelerate deal velocity.
- Education: Bachelor’s degree (or equivalent experience); MBA is a plus.
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