About the company
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.
Responsibilities
- 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.
Requirements
- 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.
Conditions
- Remote position.
- The Okta Experience: Supporting Your Well-Being, Driving Social Impact, Developing Talent and Fostering Connection + Community.
- 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.