Enterprise Account Executive, PacNW

As an Enterprise Account Executive at Okta, you'll establish and execute strategies for generating pipeline, drive sales opportunities, and consistently achieve revenue targets. Your role also involves engaging with decision-makers and conducting product presentations to ensure clients understand how Okta's solutions can meet their needs. Leveraging your relationship-building skills, you'll cultivate partnerships within the Okta ecosystem to maximize growth.

To excel as an Enterprise Account Executive at Okta, you'll need a minimum of 7 years in sales, particularly in complex enterprise SaaS environments. An understanding of the sales framework like MEDDPICC is valuable, and the ability to communicate effectively across different organizational levels is essential. Your experience with C-suite interactions and navigating intricate sales cycles will contribute significantly to your success in this role.

Success as an Enterprise Account Executive at Okta is defined by your ability to meet and exceed revenue quotas, develop strategic relationships with clients, and smoothly transition new logos into long-term partnerships. You'll need to be proactive in identifying opportunities in the market and employing a value-based sales approach to secure ongoing business. Regular collaboration with your team and partners is also key to achieving sustainable growth.

At Okta, we provide our Enterprise Account Executives with a supportive ecosystem, including collaboration with pre-sales engineers, partners, and customer success teams. You’ll have access to tools and resources that empower you to perform your best, including comprehensive onboarding and continuous professional development opportunities. Our culture promotes a flexible work environment that allows you to excel personally and professionally.

The On Target Earnings (OTE) for the Enterprise Account Executive role at Okta ranges from $229,000 to $343,000 for candidates in locations like Washington. This includes a base salary and incentives that reflect your experience and skills. Okta also offers additional benefits such as health insurance, a 401(k), equity options, and generous paid leave policies. Your total compensation is designed to reward your contributions effectively.

When responding to this question, highlight your previous roles in enterprise sales, focusing on specific achievements and your approach to complex sales cycles. Mention any frameworks you've utilized, such as MEDDPICC, and how they helped you to navigate multi-stakeholder environments successfully.

To answer this effectively, emphasize your relationship-building strategies, including listening to client needs, providing value through insights, and following up consistently. Share examples of how you’ve earned trust and engaged in meaningful dialogues that lead to successful partnerships.

Discuss specific strategies you’ve successfully implemented, such as value-based selling, consultative approaches, or leveraging data to drive urgency in decision-making. Provide examples of how these strategies have led to significant sales wins in your experience.

Explain your approach to objections by outlining methods to actively listen, empathize with client concerns, and provide well-thought-out solutions. Share anecdotes where you've turned objections into opportunities and strengthened client trust.

In your answer, detail a challenging deal situation, the steps you took to understand the client’s needs, the strategies you implemented to address their concerns, and the ultimate outcome. Emphasize your persistence and adaptability in navigating obstacles.

Mention the importance of communication and alignment among teams like marketing, customer success, and partnerships. Share specific examples of how you've worked collaboratively to achieve a common goal, ensuring all relevant stakeholders are on the same page.

Reflect on key lessons from previous roles, focusing on insights that have shaped your sales philosophy. Whether it’s the importance of empathy, the need to adapt to changing market conditions, or embracing continuous learning, convey how these lessons have influenced your approach.

Explain your method for assessing and prioritizing accounts, balancing immediate revenue needs with longer-term strategic goals. Discuss metrics or criteria you use to inform these decisions, and how you ensure focus on high-potential opportunities.

Highlight both intrinsic and extrinsic motivators, such as achieving personal growth, the thrill of closing deals, and the satisfaction of helping clients solve their challenges. This helps convey your passion for sales and commitment to client success.

In your response, align your personal values and experiences with Okta’s mission and culture. Share what excites you about the role, the opportunity to impact identity security, and how you see yourself contributing to the company’s growth.