Mid-Market Account Executive

The Opportunity 

The Mid-Market Account Executive at Okta is responsible for driving new customer acquisition and growing revenues within our install base of medium to large sized businesses. In order to hit revenue targets, the AE will develop and execute strategies and activities in the following key areas: territory planning, prospecting, relationship development, running sales cycles, pricing presentation and delivery, negotiations, and closing.

AE’s at Okta strive to understand the specific challenges that both prospects and customers are facing and map Okta’s solutions to achieve the desired positive business outcomes. They cultivate positive relationships with customers and key partners while maintaining credible knowledge of Okta’s evolving technology as well as contending differentiators. In this high-velocity role, you’ll get to present to customers/prospects both on-site and remotely. Expect to own deals from cradle-to-grave in collaboration with sales development reps, sales engineers, professional services, and partners.

Key Requirements

• Close new logos and up-sell opportunities within an assigned territory
• Manage Okta’s sales cycle from lead generation to negotiations and close
• Prospect, build and maintain a sales pipeline that accurately forecasts attainment and revenue goals
• Hit or exceed a quarterly quota
• Work with channel partners to extend Okta’s footprint within existing customers
• Develop strategic and professional presentation decks for prospects
• Work with our Sales Development Representatives to ensure the proper qualification of warm and cold leads
• Develop long-term strategic relationships with key accounts and ensure customer success
• Ability to travel 10%-15%

Required Skills

• 5 + years of experience closing new logo sales in a b2b technology environment
• Minimum 3+ years SaaS/Cloud/IT experience 
• A track record of success meeting or exceeding monthly and quarterly quotas
• Strong verbal and written communications skills
• Extensive customer network
• BS/BA degree required

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