Account Executive Large Enterprise - DACH

About the Position

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.

You’d be joining a team of experienced sellers who target the largest multi-national organizations. We’re still in growth mode in our Large Enterprise space and YoY we’ve managed to secure some big wins with some incredible clients which still have upsell and cross-sell opportunities; however, we plan on growing this space hugely in the coming years so we’re looking for people who can deliver both whitespace land and expand but also expertly manage complex opportunities.

Responsibilities

As a Large Enterprise Account Executive, you will:

• Go to market as an expert on both our Workforce and Customer identity cloud offerings.
• Establish a vision and plan for the accounts assigned in your territory by using a tiering approach.
• Build thorough account plans detailing customer strategy, financials, pains, objectives, and stakeholders.
• Proactively drive your own top of funnel activity through Inmails, events, networking, and other creative avenues, always ensuring you have enough pipeline to hit your number.
• Equally utilize Sales Development (SDR’s & BDR’s), Marketing, and the Partner ecosystem to help find and win new logo opportunities.
• Leverage upsell and cross-sell opportunities within your install base accounts to grow the success of your customers and Okta.
• Adopt a strong value-based sales approach; always looking to bring a compelling point of view to our customers.
• Develop trusted and long-term advisory partnerships with executives in your accounts, leveraging the Okta technology to support them in hitting their key strategic goals.
• Follow a MEDDPICC, Command of the Message sales methodology to navigate complexity in the sales cycle and ensure you’re ahead of any obstacles to the deal closing.
• Build mutual action plans in partnership with your customers to create shared accountability.
• Partner with cross-functional teams from Sales Development (SDR’s & BDR’s) to Channel & Alliances, Marketing, Pre-Sales, Solutions Architects, Legal, Deal Desk, and more to ensure success for yourself and Okta.
• Leverage our Business Value team to show our customers their ROI and deliver effective messaging about the long-term impact of the Okta solutions.

Requirements

• Expert level experience selling Software as a Service (SaaS) cloud technology into Enterprise organizations, with over 10,000 employees.
• Experience self-sourcing your opportunities through a range of methods with a drive to win and grow new logos.
• Navigated long complex sales cycles with multiple stakeholders from both the customer base and within your own company. Typical deal sizes you may have sold starting at $200,000 ARR.
• Significant experience selling to both technical audiences such as CIO, CISO, CTO, and the commercial personas such as Product, Marketing, HR, Operations, etc.
• German and English language skills.

We Offer

• On Target Compensation (OTE): Between €196,000-€270,000 EUR annually.
• Comprehensive financial benefits including paid time off and parental leave.
• Equity (where applicable).
• Supportive well-being programs.
• Opportunities for professional development and career growth.

About the Company

Okta is the leading independent provider of identity for the enterprise. The Okta Identity Cloud enables organizations to securely connect the right people to the right technologies at the right time. With over 7,000 pre-built integrations to applications and infrastructure providers, Okta customers can easily and securely use the best technologies for their business. More than 19,300 organizations, including JetBlue, Nordstrom, Slack, T-Mobile, Takeda, Teach for America, and Twilio, trust Okta to help protect the identities of their workforces and customers.

Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws.

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The foundation for secure connections between people and technology

Okta is the leading independent provider of identity for the enterprise. The Okta Identity Cloud enables organizations to securely connect the right people to the right technologies at the right time. With over 7,000 pre-built integrations to applications and infrastructure providers, Okta customers can easily and securely use the best technologies for their business. More than 19,300 organizations, including JetBlue, Nordstrom, Slack, T-Mobile, Takeda, Teach for America, and Twilio, trust Okta to help protect the identities of their workforces and customers.

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