People Matter

Strategic Account Executive



Sales & Business Development
Raleigh, NC, USA · Charlotte, NC, USA
Posted on Friday, June 28, 2024

Get to know Okta

Okta is The World’s Identity Company. We free everyone to safely use any technology—anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart of business security and growth.

At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box - we’re looking for lifelong learners and people who can make us better with their unique experiences.

Join our team! We’re building a world where Identity belongs to you.

Strategic Account Team - U.S

Our Strategic Account Executives lead the sales process within an assigned territory of new logos for prospective Fortune 500 accounts and regional consultant influencers.

We need a Strategic Account Executive who will continually ensure assigned territory developing new logos and profitability within Fortune 500 accounts by developing solid business relationships with new and existing clients for Okta. You will plan and execute strategies and sales tactics in the following areas: generating new logos, territory planning, pre-request for proposal prospecting, relationship development, pricing, presentation and delivery (finalist or other), negotiations, closing and executing contracts.

As a Strategic Account Executive you will:

  • Go to market as an expert on both our Workforce and Customer identity cloud offerings.
  • Build thorough account plans detailing customer strategy, financials, pains, objectives and stakeholders.
  • Land, adopt, expand, and deepen sales opportunities with Fortune 500 accounts in your region
  • Proactively drive your own top of funnel activity through Inmails, events, networking and other creative avenues always ensuring you have enough pipeline to hit your number.
  • Equally utilize Sales Development (SDR’s & BDR’s), Marketing and the Partner ecosystem to help find and win new logo opportunities.
  • Leverage upsell and cross sell opportunities within your install base accounts to grow the success of your customers and Okta.
  • Adopt a strong value based sales approach; always looking to bring a compelling point of view to our customers.
  • Develop trusted and long term advisory partnership with Executives in your accounts, leveraging the Okta technology to support them in hitting their key strategic goals.
  • Follow a MEDDPICC sales methodology to navigate complexity in the sales cycle and ensure you’re ahead of any obstacles to the deal closing.
  • Build mutual action plans in partnership with your customers to create shared accountability.
  • Partner with cross functional teams from Sales Development (SDR’s & BDR’s) to Channel & Alliances, Marketing, Pre-Sales, Solutions Architects, Legal, Deal Desk and more to ensure success for yourself and Okta.
  • Leverage our Business Value team to show our customers their ROI and deliver effective messaging about the long term impact of the Okta solutions.
  • Leverage cross border relationships with AE’s in other regions when managing global accounts.

You could be a great fit for this role if you have:

  • Expert level experience selling Software as a Service (SaaS) cloud technology into FTSE 500 organizations. Strategic at Okta means any organization with 20,000 employees or more.
  • Navigated long complex sales cycles with multiple stakeholders from both the customer base and within your own company. Typically selling deals that could be land and expand but aiming for 6 to 7 figure ARR contracts.
  • Significant experience selling to both technical audiences such as CIO, CISO, CTO and the commercial personas such as Product, Marketing, HR, Operations etc.
  • Expert using a Sales Framework such as MEDDICC, Challenger or Sandler (we use MEDDPICC)
  • Significant experience selling in partnership with GSI’s & the wider partner ecosystem


Below is the annual On Target Compensation (OTE) range for candidates located in California, Colorado, New York and Washington. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) 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 OTE range for this position for candidates located in California, Colorado, New York, and Washington is between:
$264,000$396,000 USD

What you can look forward to as an Full-Time Okta employee!

Okta cultivates a dynamic work environment, providing the best tools, technology and benefits to empower our employees to work productively in a setting that best and uniquely suits their needs. Each organization is unique in the degree of flexibility and mobility in which they work so that all employees are enabled to be their most creative and successful versions of themselves, regardless of where they live. Find your place at Okta today!

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 participate in the job application or interview process, please use this Form to request an accommodation.

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