Senior SMB Customer Account Executive (East)
The SMB Sales Team
Okta’s Small Business Sales Team manages the sales process for our smaller business customers. The team organizes and conducts sales presentations, site visits and product demonstrations to prospects. They represent Okta in a consistent, effective and professional manner to best develop and win new clients and current customers.
The Senior SMB Customer Account Executive Opportunity
As a Customer Account Executive focused on growing Okta’s current customer base, you will be responsible for nurturing and expanding relationships with our existing customers (<300 employees). Your goal is to identify upsell and cross-sell opportunities, manage account health, and understand your customer’s evolving needs, ensuring our clients receive maximum value from our identity and access management solutions, and that Okta can grow and retain its customer base.
What you’ll be doing:
Develop and maintain strong relationships with existing customers to understand their evolving needs and business challenges
Develop and execute against an assigned quota and territory plan for current customer base by closing upsell, cross-sell, and connected renewal opportunities
Collaborate with product and technical teams to customize solutions that meet customer requirements
Demonstrate the value of additional software features or services to customers through presentations
Facilitate customer onboarding to new products sold and process sales orders
Monitor customer satisfaction and address any concerns or issues promptly
Reporting on sales achievement and forecasts
Collaborate with New business team to ensure success of customers
What you’ll bring to the role:
1+ years experience B2B closing sales experience OR 18+ months experience in a Sales Development role, prospecting and qualifying new leads
A proven track record of success selling to small to medium-sized businesses
Strong verbal and written communications skills
Building relationships with existing customers to push for add-on or incremental business
Developing account strategies with existing customers
Experience using a sales framework such as MEDDICC, Challenger or Sandler (we use MEDDPICC)
An understanding of selling in partnership with the channel ecosystem.
Demonstrated experience in collaborating effectively within the GTM ecosystem, including but not limited to: AEs, xDRs, SEs, RMs, CSMs, Partners
Located near an Okta office hub or in region
Travel to customers, events, and team offsites
Preferred experience in any of the following:
Prior experience managing a territory based quota
Demonstrated sales experience with SaaS/Cloud products/services
Involvement with IT/Security sales
Confident presentation skills with the ability to run demos to C-level executives (decision makers)
BS/BA degree
#LI- Hybrid
SRCSMBEAST1
The annual base salary range for this position for candidates located in the San Francisco Bay area is between:
$136,000—$204,000 USD
Below is the annual base salary range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. Your actual base salary will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable), bonus, 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 annual base salary range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between:
$136,000—$204,000 USD