Sr. Corporate New Business Account Executive

OKTA INC

Get to know Okta
Okta is The Worlds Identity Company. We free everyone to safely use any technology-anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart of business security and growth.
At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box – were looking for lifelong learners and people who can make us better with their unique experiences.
Join our team! Were building a world where Identity belongs to you.
The Senior New Business Account Executive Opportunity
As a Senior New Business Account Executive focused on new customer acquisition (300-1,249 employees), you will play a crucial role in selling to our top digital native prospects, expanding Oktas CIC 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
What youll be doing:
Build and maintain a robust sales pipeline to achieve and exceed sales targets
Develop and execute against an assigned quota and territory plan focusing purely on bringing in new customers
Identify the best possible solution for a customer that demonstrates the value of how Oktas CIC offering can solve a specific customer business challenge
Conduct research on the customers business goals, strategic priorities, market and industry, to create an informed understanding of the customers current state and desired state
Use appropriate open-ended, strategic questions by persona to gain customer insights, uncover the customers pains, goals and decision-making process
Lead strategic conversations with C level executives on the impact of macroeconomics, market dynamics, industry trends, and the customers specific position and unique needs
Strategize with the extended team on how to effectively support key account plans and opportunities to hit and exceed targets
Engage with leads shared by marketing to understand new customer demands, and work with solution engineers to design relevant solutions
Conduct product demonstrations and presentations to potential customers
Facilitate customer onboarding to new products sold and process sales orders
Maintain new customer relationships until account is handed over to Customer Account Executive Team
Maintain database of potential customers/opportunities to pursue
Reporting on sales achievement and forecasts
What youll bring to the role:
5 years successful selling to net new customers in a territory based, quota driven 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)
Demonstrated experience in collaborating effectively within the GTM ecosystem, including but not limited to: AEs, xDRs, SEs, RMs, CSMs, Partners
Understanding of the competitive landscape, staying up to date with trends and customer needs so you can effectively position Oktas CIC solutions within accounts
Confident in presenting/running demos to C-level executives (decision makers)
Strong verbal and written communication skills
Ability to travel to customer sites at least once per month, and as needed for company events, team offsites
Preferred experience in any of the following:
5 years proven success selling to mid-sized and/or enterprise customers
BS/BA degree
#LI- Remote
Below is the annual On Target Compensation (OTE) range for candidates located in California, Colorado, New York and Washington. Your actual OTE, which is