Small Enterprise Account Executive

6 months ago

London, United Kingdom Okta Full time

**Get to know Okta**

Okta is The World's Identity Company. We free everyone to safely use any technology—anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart of business security and growth.

At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box - we're looking for lifelong learners and people who can make us better with their unique experiences.

Join our team We're building a world where Identity belongs to you.

**Small Enterprise Account Team - UKI**

The small enterprise team focus on targeting accounts between 1250 - 4000 employees who are headquartered in the UK; these include fast scaling technology companies and dynamic scale ups, some of the leading sporting institutions, e-commerce and
Retail, Manufacturing and more. The team are not industry focused in the way they sell so every Account Executive has equal opportunity in their territory. We're looking for people who are comfortable coming into the our Farringdon office twice a week; where you'll benefit from free lunch (Wed / Thur), happy hours, office all sales days, team socials and more.

**As a Small 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.
- 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.
- Generate self-sourced opportunities as well as partnering with Marketing,SDRs and Partners to win new logos.
- 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 partnership with Executives in your accounts, leveraging the Okta technology to support them in hitting their key strategic goals.
- Follow a MEDDPICC 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.

**You could be a great fit for this role if you have**:

- Significant experience selling Software as a Service (SaaS) cloud technology.
- Experience self sourcing your opportunities through a range of methods with a drive to win and grow new logos.
- Navigated complex sales cycles with multiple stakeholders from both the customer base and within your own company. Typical deal sizes you may have sold range from $50,000 - $500,000 ARR
- Ideally sold to both technical audiences such as CIO, CISO, CTO and business personas such as Product, Marketing, HR, Operations etc.
- Experience using a sales framework such as MEDDICC, Challenger or Sandler (we use MEDDPICC)
- A deep understanding of selling in partnership with the channel ecosystem.

LI-KB2

**What you can look forward to as an Okta employee**
- Amazing Benefits
- Making Social Impact
- Fostering Diversity, Equity, Inclusion and Belonging at Okta

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