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Identity Security Management - Account Executive



Sales & Business Development
Washington, DC, USA · New York, NY, USA · Philadelphia, PA, USA
Posted on Saturday, March 9, 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.

The ISM Account Executive Opportunity

As an Okta ISM Account Executive, you are a highly motivated self-starter who thrives in a high growth, fast paced, collaborative environment . You will operate within a dynamic startup-like environment backed by strong GTM ecosystem support, enabling you to excel in your role, and will become an expert in the Okta Security Management product area. You are responsible for developing the pipeline and closing both new and existing business by selling Okta Spera Identity Security Management products and services within your assigned geographic territory. You are accountable for meeting quarterly annual quotas, pipeline generation targets, proactive deal management, and forecast accuracy. You will drive adoption and engagement with your customers and prospects in collaboration with internal teams and the broader Okta partner ecosystem.

What You’ll Be Doing:

  • Collaborate with Account Executives and their Area Sales Directors to strategically target and close Okta Spera Identity Security Management Product opportunities within Target Accounts
  • Effectively navigate Okta’s internal ecosystem, including xDR team, Deal Desk, Customer Success with the intent of finding the best possible outcomes for the customer.
  • Proactively identify strong opportunities for the Identity Security Management product
  • Drive deals forward by executing demos, quotes, proposals, BVAs
  • Build, manage, close and own your own pipeline within your territory
  • Craft and deliver customized sales presentations and product demonstrations
  • Forecast sales activity and revenue achievements accurately through proper use of sales tools
  • Travel as necessary to engage customers and prospects face to face
  • Role is hybrid east coast, with a preference to be in an office hub (Washington, DC)

What you’ll bring to the role:

  • BS/BA degree or equivalent experience
  • 7+ years of direct full cycle, cyber security or identity software sales experience in a closing, quota-carrying role, in a SaaS B2B environment
  • Proven track record of consistently meeting, exceeding quota
  • Strong understanding of identity management and security solutions
  • Demonstrated experience in collaborating effectively within the GTM ecosystem, including but not limited to: AEs, xDRs, SEs, RMs, CSMs, Partners
  • Ability to effectively allocate time between different AEs and accounts to provide commiserate levels of impact
  • Experience in successfully selling during market creation phase.
  • Executive presence and confidence presenting to senior stakeholders at large companies
  • Excellent verbal and written communication skills


Below is the annual On Target Compensation (OTE) range for candidates located in California. 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: https://rewards.okta.com/us.

The OTE range for this position for candidates located in the San Francisco Bay area is between:$229,000$343,000 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! https://www.okta.com/company/careers/.

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.

Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Privacy Policy at https://www.okta.com/privacy-policy/.