Strategic Account Executive (UK/I)

• Sentence Splitter
• Our Strategic Account Executives (SAE) are the visionary leaders who orchestrate and drive sales engagements for our most critical and prestigious UKI customers
• In an era where Artificial Intelligence is transforming how enterprises operate, identity has become the new security perimeter
• As an SAE, you won’t just be selling software—you will act as a trusted, long-term advisor helping the C-suite safely navigate the AI revolution
• You will build first-class Account Plans that map directly to your customers’ overarching business strategies, digital transformation initiatives, and AI adoption plans
• By championing value-based selling, you will translate complex technical capabilities into undeniable business outcomes, showing how secure identity is the ultimate enabler of modern enterprise innovation and ROI
• You will collaboratively plan and orchestrate the execution of aligned account strategies, ensuring robust opportunity generation, deep relationship alignment, and flawless account governance
• Expect to lead from the front: presenting Okta’s transformational proposals, negotiating high-stakes terms, and bringing down complex, multi-layered, seven-figure deals that deliver massive win-win scenarios for both the customer and Okta
• Beyond managing existing relationships, you will hunt for new business leads that fit our ideal client profile, uncovering uncharted territory in the market
• You will align closely with our Global partners to build sustainable strategic engagements, and leverage cutting-edge Account-Based Marketing to ensure Okta’s investment continuously aligns with customer growth
• We are seeking a passionate, strategic, and hyper-focused professional to drive massive new revenue growth across Fortune 500 accounts
• As an individual contributor, you will play a vital, high-visibility role in driving a significant share of revenue for Okta, helping the world’s most prominent enterprises transition securely into a smarter, AI-driven future
• We provide our reps with an environment where they can make incredibly valuable contributions from day one, while also building endless opportunities for learning and career growth
• The work you do here will directly impact the security, trust, and digital experience of the world’s largest organizations
• Establish a Vision: Create and execute a master plan to guide your long-term, strategic approach to the premier accounts assigned in your Territory
• Master Value Selling: Deeply understand your clients’ business goals and tie Okta’s solutions directly to their strategic imperatives, continuously selling on business value and ROI rather than just features
• Orchestrate Complex Deals: Navigate and close highly complex, multi-stakeholder, seven-figure deals, bringing together cross-functional teams to deliver transformational outcomes
• Enable Secure AI Transformation: Partner with clients to position identity as the critical foundation for their AI initiatives, ensuring they can safely deploy AI agents, automate workflows, and manage machine-to-machine identities without compromising security
• Expand & Deepen: Land, adopt, expand, and entrench sales opportunities within Fortune 500 accounts across your region
• Navigate the Org Chart: Explore the full spectrum of relationships and business possibilities across the client’s entire organizational structure, from technical buyers to the CIO, CISO, and Board of Directors
• Be a Thought Leader: Become the definitive authority on Okta’s platform, the vertical in which you are aligned, and the evolving security requirements of the modern, AI-first enterprise
• Leverage the Ecosystem: Holistically embrace, access, and utilize our channel and alliance partners to identify and crack open new, uncharted opportunities
• Collaborate to Win: Work as a unified team for the most efficient deployment of resources, providing timely and insightful input back to other corporate functions
• Champion the Platform: Represent Okta to prospective clients at executive sales presentations, site visits, and high-impact product demonstrations
• Build Partnerships: Cultivate highly effective working partnerships with your Okta colleagues globally (channel partners, sales engineering, business value management, customer first, etc.) with both humility and relentless enthusiasm

Benefits

• Work from home opportunities
• Health + Wellness
• Financial Benefits
• Pay + Incentives
• Time Off
• Everyday Living
• Resources

• Complex Deal Expertise: A proven track record of successfully navigating, negotiating, and closing highly complex, six-to-seven-figure software cloud deals with prospects and customers in the defined territory
• Executive Presence: Deep experience engaging with the “C” suite, possessing strong executive presence, immense polish, and world-class listening skills
• Value-Selling Mastery: Deep experience with target account selling, solution selling, and consultative sales techniques that focus on business value. (Knowledge of MEDDIC, Challenger methodologies, or similar frameworks is a massive plus!)
• Ecosystem Leverage: Previous success utilizing partners, channels, and alliances to sell more effectively and obliterate your quota
• Proven Experience: A highly consistent track record in strategic field sales, specifically developing new logos and selling enterprise cloud software to Fortune 500 companies
• Forward-Looking Tech IQ: A solid understanding of how modern technologies, automation, and AI are reshaping enterprise security, data access, and cloud architectures
• Market Creation Skills: A measurable track record in new business development and over-achieving sales targets, especially in high-growth, fast-changing environments or during market creation phases
• Domain Knowledge: Experience selling complex cloud solutions in areas like enterprise Cloud/SaaS software, identity/security, infrastructure management, application development, or modern data platforms