Senior SMB Customer Account Executive (West)

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.

The SMB Sales Team Okta’s Small Business Sales Team manages the sales process for our smaller business customers. The team organizes and conducts sales presentations, site visits and product demonstrations to prospects. They represent Okta in a consistent, effective and professional manner to best develop and win new clients and current customers.

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

#LI- Hybrid

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The annual base salary range for this position for candidates located in the San Francisco Bay area is between: $136,000—$204,000 USD

Below is the annual base salary range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. Your actual base salary will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable), bonus, 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: .   

The annual base salary range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between: $136,000—$204,000 USD

The Okta Experience

We are intentional about connection. Our global community, spanning over 20 offices worldwide, is 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.

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.