Senior enterprise sales executive acquiring global customers for VelocityEHS’s EHS, ESG, and operational risk software. Managing consultative full - cycle sales and complex executive buying groups.
About the role
- Enterprise Account Executive growing Okta’s identity-security software revenue through net-new enterprise accounts. Building complex sales, partner relationships, and predictable pipeline growth.
Responsibilities
- Ensure assigned territory growth with net new logos and profitability by developing business relationships with new and existing clients
- Plan and execute strategies and sales tactics for new business generation, territory planning, prospecting, relationship development, pricing, presentations, negotiations, closing, and contract execution
- Identify net new leads matching ideal client profiles and market Okta's products and services
- Initiate contact and follow up on sales meetings and teleconferences
- Meet sales objectives, targets, established goals, and quota schedules
- Move prospects into implementation
- Work with sales support to initiate customized proposals and communications
- Establish a long-term vision and plan for net new logo pipeline generation
- Deliver ARR revenue targets supporting 40% year-over-year growth
- Develop and execute strategies to generate pipeline, drive opportunities, and deliver predictable bookings
- Land, adopt, expand, and deepen sales opportunities with enterprise accounts
- Explore relationships and business opportunities across clients' organizations
- Build thought leadership in Okta's platform
- Expand relationships and orchestrate complex deals across stakeholders
- Use channel and alliance partnerships to identify new opportunities
- Collaborate with internal teams and provide input to corporate functions
- Position Okta at functional and business-value levels with target stakeholders
- Champion Okta in sales presentations, site visits, and product demonstrations
- Build partnerships with channel partners, sales engineering, business value management, customer-first teams, and other global colleagues
Requirements
- 8+ years of consistent employment with direct field sales experience developing net new logos selling enterprise cloud software to enterprise companies
- Experience utilizing partners, channels, and alliances to sell successfully and overachieve quota
- Experience selling complex solution software, including enterprise cloud software or infrastructure management, application development and management, security, business applications, and/or analytics
- Measurable track record in new business development and exceeding sales targets
- Experience selling complex enterprise software solutions in high-growth, fast-changing environments
- Experience selling during a market creation phase
- Proven track record of closing six-figure software cloud deals in the defined territory
- Experience with the C-suite, strong executive presence and polish, and excellent listening skills
- Experience with target account selling, solution selling, and/or consultative sales techniques
- Knowledge of MEDDIC and Challenger methodologies is a plus
- Bachelor's degree; MBA a plus or equivalent experience
Benefits
- Equity (where applicable)
- Health insurance
- Dental insurance
- Vision insurance
- 401(k)
- Flexible spending account
- Paid leave, including PTO and parental leave
- Immersive, in-person onboarding experience
- Supporting Your Well-Being
- Driving Social Impact
- Developing Talent and Fostering Connection + Community
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