Senior SMB Customer Account Executive (West)

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

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