Enterprise Account Executive

This is a fully remote position, open to applicants in Canada.

📋 Description

• Drive growth in the designated territory by securing new clients and increasing profitability through the cultivation of business relationships with both new and existing customers.

• Strategically plan and implement sales tactics for generating new business, including territory planning, prospecting, relationship building, pricing strategies, presentations, negotiations, closing deals, and executing contracts.

• Identify new leads that align with the ideal client profile to effectively market Okta's products and services.

• Initiate communication and follow up on sales meetings and teleconferences.

• Achieve sales objectives, targets, established goals, and quota timelines.

• Transition prospects into the implementation phase.

• Collaborate with sales support to create tailored proposals and communications.

• Develop a long-term vision and plan for generating a pipeline of new logos.

• Meet Annual Recurring Revenue (ARR) targets that support a year-over-year growth of 40%.

• Formulate and implement strategies to build a pipeline, create opportunities, and ensure predictable bookings.

• Acquire, adopt, expand, and enhance sales opportunities with enterprise accounts.

• Investigate relationships and business prospects across client organizations.

• Establish thought leadership within Okta's platform.

• Enhance relationships and coordinate complex deals involving multiple stakeholders.

• Utilize channel and alliance partnerships to discover new opportunities.

• Work collaboratively with internal teams and contribute insights to corporate functions.

• Position Okta effectively at both functional and business-value levels with key stakeholders.

• Advocate for Okta during sales presentations, site visits, and product demonstrations.

• Forge partnerships with channel partners, sales engineering, business value management, customer-first teams, and other global colleagues.

⛳️ Requirements

• Over 8 years of consistent employment with direct field sales experience in developing new logos while selling enterprise cloud software to large companies.

• Proven ability to leverage partners, channels, and alliances to achieve sales success and exceed quotas.

• Experience in selling complex solution software, including enterprise cloud software or infrastructure management, application development and management, security, business applications, and/or analytics.

• Demonstrated success in new business development and consistently surpassing sales goals.

• Background in selling complex enterprise software solutions in dynamic, high-growth environments.

• Experience in selling during a market creation phase.

• Proven history of closing six-figure cloud software deals within the specified territory.

• Familiarity with C-suite executives, showcasing a strong executive presence, polished communication skills, and excellent listening abilities.

• Proficient in target account selling, solution selling, and/or consultative sales methods.

• Knowledge of MEDDIC and Challenger selling methodologies is advantageous.

• Bachelor's degree required; MBA is a plus or equivalent experience.

🏝️ Benefits

• Equity (where applicable)

• Health insurance

• Dental insurance

• Vision insurance

• 401(k)

• Flexible spending account

• Paid leave, including PTO and parental leave

• Engaging, in-person onboarding experience

• Support for your well-being

• Commitment to driving social impact

• Focus on developing talent and fostering connection and community