Senior Emerging Account Executive
OktaThe Small Medium Business Account Executive is responsible for acquiring new clients and expanding business within existing accounts for companies with 100-299 employees. This role involves territory planning, prospecting, relationship management, and closing deals from beginning to end. The position requires 2-4 years of B2B closing sales experience, preferably in SaaS/Cloud or security, with a proven record of selling to SMBs and managing a quota.
Position Description: The Small Medium Business Account Executive (SMB AE) at Okta is responsible for all aspects of new-logo acquisition and install base expansion for our small to medium sized business (100-299 employees). Core responsibilities include territory planning, prospecting, relationship development, running sales cycles, pricing, presentation delivery, negotiations, and closing. In this high-velocity role, expect to own deals from cradle-to-grave in collaboration with account teams, sales engineers, professional services, and partners.
Our AE’s strive to understand the specific challenges that both prospects and customers are faced with and map Okta’s solutions accordingly to achieve the desired positive business outcomes. They cultivate positive relationships with customers and key partners while maintaining a solid knowledge of Okta’s evolving technology as well as contending differentiators. It is imperative that you demonstrate leadership qualities, ethical behavior, excellent work ethic and a focus on collaboration with both internal counterparts as well as customers.
Job Duties and Responsibilities:
- Forecast opportunities to hit or exceed a quarterly quota in a defined territory
- Cultivate relationships with supporting members of the Sales Development Team
- Build sales decks that wow your prospects during your product demonstrations
- Build and maintain a robust sales pipeline within our small to medium-sized segment
- Work with partners and strategic alliances to extend reach & new opportunities
- Accelerate customer adoption by expanding Okta’s product use within your customer base
- Manage contract negotiations
- Develop long-term strategic relationships with key accounts and ensure customer success
Required Experience:
- 2-4 years of B2B closing sales experience, SaaS/Cloud, security, strongly preferred
- A track record of success selling to small to medium-sized businesses
- Prior experience managing a territory based quota
- ISV/Partnership experience preferred
- Experience presenting/running demos to C-level executives
- BS/BA degree required
The annual OTE range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between:
$144,000—$198,000 USD
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.
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