Position Description: The Small Medium Business Account Executive (SMB AE) at Okta is responsible for all aspects of current-logo acquisition and install base expansion for our small to medium sized business (100-299 employees)

Core responsibilities include territory planning, prospecting, relationship development, running sales cycles, pricing, presentation delivery, negotiations, and closing

In this high-velocity role, expect to own deals from cradle-to-grave in collaboration with account teams, sales engineers, professional services, and partners

Our AE’s strive to understand the specific challenges that both prospects and customers are faced with and map Okta’s solutions accordingly to achieve the desired positive business outcomes

They cultivate positive relationships with customers and key partners while maintaining a solid knowledge of Okta’s evolving technology as well as contending differentiators

It is imperative that you demonstrate leadership qualities, ethical behavior, excellent work ethic and a focus on collaboration with both internal counterparts as well as customers

Forecast opportunities to hit or exceed a quarterly quota in a defined territory





Cultivate relationships with supporting members of the Sales Development Team

Build sales decks that wow your prospects during your product demonstrations

Build and maintain a robust sales pipeline within our small to medium-sized segment

Work with partners and strategic alliances to extend reach & new opportunities

Accelerate customer adoption by expanding Okta’s product use within your customer base

Manage contract negotiations

Develop long-term strategic relationships with key accounts and ensure customer success

Benefits

Work from home opportunities

Health + Wellness

Financial Benefits

Pay + Incentives

Time Off

Everyday Living

Resources

Experience presenting/running demos to C-level executives

ISV/Partnership experience preferred

Prior experience managing a territory based quota

2-4 years of B2B closing sales experience, SaaS/Cloud, security, strongly preferred

A track record of success selling to small to medium-sized businesses

BS/BA degree required

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📌 Senior Emerging Account Executive (Ontario)
🏢 Okta
📍 Ontario