Get to know Okta

Okta is The World’s 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 - we’re looking for lifelong learners and people who can make us better with their unique experiences. Join our team! We’re building a world where Identity belongs to you.

The Senior SMB Customer Account Executive Opportunity

As a Customer Account Executive focused on growing Okta’s current customer base, you will be responsible for nurturing and expanding relationships with our existing customers (<300 employees). Your goal is to identify upsell and cross-sell opportunities, manage account health, and understand your customer’s evolving needs, ensuring our clients receive maximum value from our identity and access management solutions, and that Okta can grow and retain its customer base.

What you’ll be doing:

• Develop and maintain strong relationships with existing customers to understand their evolving needs and business challenges
• Develop and execute against an assigned quota and territory plan for current customer base by closing upsell, cross-sell, and connected renewal opportunities
• Collaborate with product and technical teams to customize solutions that meet customer requirements
• Demonstrate the value of additional software features or services to customers through presentations
• Facilitate customer onboarding to new products sold and process sales orders
• Monitor customer satisfaction and address any concerns or issues promptly 
• Reporting on sales achievement and forecasts
• Collaborate with New business team to ensure success of customers

What you’ll bring to the role:

• 1+ years experience B2B closing sales experience OR 18+ months experience in a Sales Development role, prospecting and qualifying new leads
• A proven track record of success selling to small to medium-sized businesses
• Strong verbal and written communications skills
• Building relationships with existing customers to push for add-on or incremental business
• Developing account strategies with existing customers
• 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 in collaborating effectively within the GTM ecosystem, including but not limited to:  AEs, xDRs, SEs, RMs, CSMs, Partners

• Located near an Okta office hub or in region
• Travel to customers, events, and team offsites

Preferred experience in any of the following:

• Prior experience managing a territory based quota
• Demonstrated sales experience with SaaS/Cloud products/services
• Involvement with IT/Security sales
• Confident presentation skills with the ability to run demos to C-level executives (decision makers)
• BS/BA degree

Below is the annual On Target Compensation (OTE) range for candidates located in California. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit: https://rewards.okta.com/us. 

What you can look forward to as an Okta employee!

• Amazing Benefits
• Making Social Impact
• Fostering Diversity, Equity, Inclusion and Belonging at Okta 

Okta cultivates a dynamic work environment, providing the best tools, technology and benefits to empower our employees to work productively in a setting that best and uniquely suits their needs. Each organization is unique in the degree of flexibility and mobility in which they work so that all employees are enabled to be their most creative and successful versions of themselves, regardless of where they live. Find your place at Okta today! https://www.okta.com/company/careers/.

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 participate in the job application or interview process, please use this Form to request an accommodation.

Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Privacy Policy at https://www.okta.com/privacy-policy/.