On-site
SaaS
greenhouse
About this role
Secure Every Identity, from AI to Human
Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence.
This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.
As a New Business Account Executive focused on new customer acquisition (300-1,249 employees), you will play a crucial role in expanding Okta’s market presence and driving growth. You will be responsible for identifying and engaging potential clients, effectively communicating the value of our identity and access management software solutions, and closing new business deals
What you’ll be doing:
- Engage with leads shared by marketing to understand new customer demands, and work with solution engineers to design relevant solutions
- Proactively drive your own top of funnel activity through Calls, Inmails, events, networking and other creative avenues always ensuring you have enough pipeline to hit your number.
- Generate self-sourced opportunities as well as partnering with Marketing,SDRs and Partners to win new logos.
- Build and maintain a robust sales pipeline to achieve and exceed sales targets
- Conduct product demonstrations and presentations to potential customers
- Develop and execute against an assigned quota and territory plan
Selling Motion
Prospecting
Channel / Partner
Sell through partners, resellers, or alliances
Buyer Persona
Individual / End-User
Bottom-up adoption, user-level selling
Typical Day — Account Executive
Estimates based on role type and selling motion — actual may vary by company.
SaaS — Interview Intel
Typical Sales Cycle
30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)
Common Buyer Objections
- "We're locked into a contract with [competitor]"
- "We built something in-house already"
- "We don't have budget until next quarter"
- "Our team won't adopt another tool"
Key Industry Metrics
Hot Topics to Reference
- • AI-native product disruption
- • PLG vs sales-led motion debate
- • Vertical SaaS consolidation
- • Usage-based pricing models
Use these insights to speak the buyer's language in interviews.
Tags
Walk me through your discovery process.
Template questionHow do you handle a prospect who goes silent mid-deal?
Template questionTell me about your largest closed deal and the sales cycle.
Template questionHow do you build business cases for stakeholders?
Template questionDescribe a deal you lost and what you learned.
Template questionThis Account Executive position at Okta involves managing the full sales cycle from prospecting through close.
SaaS sales roles typically involve consultative selling with longer deal cycles.
The US market offers the highest OTE potential globally for sales professionals, with a highly competitive talent landscape.
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