Strategic Account Executive

About the role

You own the end-to-end strategic sales cycle for Okta's largest global customers, acting as the primary executive partner for C-Suite decision makers. You will establish a clear vision and multi-year plan to drive net new logo pipeline and expand existing Auth0 and Okta portfolios. This role demands a relentless drive to solve complex identity challenges with real-world business impact while operating with speed and urgency. You are a builder and owner who executes with excellence and consistently delivers against demanding revenue targets. You will evangelize Okta's value proposition, navigate intricate stakeholder ecosystems, and secure buy-in from the highest levels of customer organizations. This is a career-defining opportunity to lead identity strategy for the world's most innovative enterprises.

Key facts

What you'll do

• Establish a vision and plan to guide your long-term approach to net new logo pipeline generation and territory expansion.
• Consistently deliver revenue targets to support year-over-year territory growth and predictable bookings.
• Identify, develop, and execute account strategies that generate pipeline, drive sales opportunities, and secure repeatable, predictable revenue.
• Identify, target, and gain access to appropriate leaders in prospect accounts, building and cultivating a robust network of decision makers.
• Scope, negotiate, and close agreements that consistently meet and exceed revenue quota targets while aligning with customer and Okta value.
• Holistically embrace, access, and utilize Okta partners, including xDRs, Presales, and Partners, to identify and open new, uncharted opportunities.
• Build and nurture effective working partnerships within your Okta ecosystem, collaborating closely with Customer First, Field Engineering, and Sales Operations.
• Adopt a strong value-based sales approach, bringing a compelling point of view to each customer and framing identity as a strategic business enabler.
• Travel as necessary to build and cultivate deep customer and prospect relationships in key markets.
• Leverage MEDDPICC sales methodology to structure complex deals, uncover stakeholder needs, and mitigate risk across long sales cycles.
• Partner with solutions architects to design identity solutions that address urgent security challenges and differentiate Okta in competitive landscapes.
• Maintain rigorous forecasting discipline, ensuring pipeline accuracy, stakeholder alignment, and reliable revenue predictability.
• Champion Okta's mission of securing every identity, articulating how AI and workforce transformation depend on trusted identity infrastructure.
• Continuously analyze competitive dynamics and customer trends to refine positioning and maximize win rates in target segments.
• Act as the executive sponsor for key strategic deals, aligning internal Okta leadership to deliver outcomes that reinforce long-term customer success.

Requirements

• Possess 12 or more years of success growing revenue for sophisticated, complex enterprise SaaS products in highly competitive markets.
• Demonstrate the ability to evangelize, educate, and create demand with C-level decision makers across diverse industries and regions.
• Show proven ability to navigate complex sales cycles with multiple stakeholders from both the customer base and within the internal Okta ecosystem.
• Exhibit a track record of selling into C-suite audiences and building partnership and buy-in with multiple stakeholders simultaneously.
• Bring significant experience selling in partnership with Global Strategic Integrators (GSIs) and the wider partner ecosystem.
• Display excellent communication and presentation skills with audiences of all levels and varying technical aptitudes.
• Operate as a confident and self-driven professional while embracing the humility required to succeed within cross-functional teams.
• Master expertise using a sales framework such as MEDDICC, Challenger, or Sandler, with a demonstrated preference for MEDDPICC in complex scenarios.
• Be willing and able to complete in-person onboarding and travel to the Okta San Francisco, CA headquarters office during the first week of employment.

Practical notes

• Hours: Standard work hours apply unless otherwise specified in source materials.
• Travel: Travel as necessary to build and cultivate customer and prospect relationships.
• Visa: No specific visa requirements detailed in source.
• Deadlines: No explicit application deadlines provided in source.

This role represents a unique opportunity to define the future of identity and security in the age of AI, aligning your career with a mission that impacts enterprises worldwide. If you are driven by ownership, execution, and strategic influence, this position offers the platform to deliver measurable results at scale. The successful candidate will thrive in an environment that values rigor, collaboration, and relentless pursuit of excellence. You will be accountable for outcomes that shape Okta's growth trajectory and reinforce its position as the neutral infrastructure for identity. Engage with this opportunity if you are ready to lead at the intersection of security, AI, and enterprise transformation.