Account Executive - New Business

The Okta Sales Team

Okta has a vision to free anyone to safely use any technology by providing a secure, highly available, enterprise-grade platform that protects the entire workforce identity lifecycle—securing billions of seamless logins, governance workflows, and critical applications every year.

The Opportunity

We are looking for an aggressive, high-energy, and strategic New Business Account Executive who thrives in a net-new logo hunting capacity.

Positioned between high-velocity sales and strategic enterprise execution, this role is 100% focused on landing new accounts. Supported by strong corporate marketing and ecosystem campaigns, you will engage prospective leaders, articulate the strategic value of our Workforce Identity platform, and drive new business growth across CISOs, CIOs, and IT decision-makers.

*This role requires in-person onboarding and travel to our San Francisco or Chicago office during the first week of employment.

What You’ll Be Doing

• New Business Acquisition: Build and execute a strategic territory plan to generate net-new logo pipeline, combining inbound marketing leads, demand-gen campaigns, and self-sourced outbound prospecting.
• Deep Discovery & Value Alignment: Initiate and lead discovery sessions with key technical and business decision-makers to evaluate core business challenges and map them to platform solutions.
• Full-Cycle Deal Execution: Orchestrate end-to-end sales campaigns—from initial qualification and solution demonstrations through technical evaluations, executive alignment, commercial negotiations, and close.
• Multi-Threaded Stakeholder Management: Identify, target, and gain access to appropriate key leaders in prospective accounts, building and cultivating a robust network of executive decision-makers.
• Ecosystem Acceleration: Partner closely with Marketing, Demand Generation, SDRs, Solutions Engineers, and Channel Partners to systematically uncover, accelerate, and win new logos.
• Pipeline Discipline & Forecasting: Maintain rigorous pipeline hygiene, accurately manage deal stages, and forecast quarterly revenue achievements with precision.
• Travel: Travel as necessary to conduct face-to-face prospect meetings, attend regional field events, and participate in team offsites.

What You’ll Bring to the Role

• Experience: 5+ years of success selling complex B2B SaaS or Security/Cloud solutions, with a demonstrated history of exceeding quota as a net-new logo hunter.
• Security & IT Domain Expertise: Deep understanding of identity, access management, cybersecurity, and cloud infrastructure; proven ability to command respect with CISOs, CIOs, and IT Directors.
• Sales Methodology: Advanced proficiency in structured sales methodologies (we use APEX Sales Methodology).
• Pipeline Ownership: Proven track record of pipeline development—effectively converting inbound leads while maintaining strong outbound prospecting momentum.
• Communication & Presence: Exceptional executive presence and pitch skills, capable of delivering compelling product demonstrations and value-based business cases to C-suite executives.
• Education & Location: BS/BA degree or equivalent practical experience; located near an office hub or in-region preferred.

#LI-Hybrid

P26149

The annual OTE range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between: 212000 - 318000 USD