Account Executive Large Enterprise - DACH

Secure Every Identity, from AI to Human

Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence.

This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.

You’d be joining a team of experienced sellers who target the largest multi-national organisations. We’re still in growth mode in our Large Enterprise space and YoY we’ve managed to secure some big wins with some incredible clients which still have upsell and cross sell opportunities; however we plan on growing this space hugely in the coming years so we’re looking for people who can deliver both whitespace land and but also expertly manage complex opportunities. As a Large 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 by using a tiering approach.

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.

Equally utilise Sales Development (SDR’s & BDR’s), Marketing and the Partner ecosystem to help find and win new logo opportunities.

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.

Leverage our Business Value team to show our customers their ROI and deliver effective messaging about the long term impact of the Okta solutions.

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

Expert level experience selling Software as a Service (SaaS) cloud technology into Enterprise organisations, with over 4000 employees.

Experience self sourcing your opportunities through a range of methods with a drive to win and grow new logos.

Navigated long 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 $100,000 - $1,000,000 + ARR

Significant experience selling to both technical audiences such as CIO, CISO, CTO and the commercial personas such as Product, Marketing, HR, Operations etc.

German and English language skills.

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