# Senior SMB Customer Account Executive

**Company:** [Okta](https://hotfix.jobs/companies/okta)
**Location:** San Francisco, CA
**Role:** Account Executive
**Salary:** $136k – $204k/yr
**Experience:** 2+ years
**Skills:** SaaS Sales, Enterprise Sales, c-level selling, MEDDPICC, Pipeline Generation, sales negotiation, partner ecosystem, gsi partnership
**Posted:** 2026-07-24

> Senior SMB Account Executive responsible for driving revenue growth through net new logos and expanding existing Okta customers. Requires 2+ years of SaaS sales experience, strong C-suite engagement skills, and expertise with sales frameworks like MEDDPICC.

## Job Description

## What You’ll Be Doing
- Establish a vision and plan to guide your long-term approach to net new logo pipeline generation
- Consistently deliver revenue targets to support YoY territory growth
- Identify, develop and execute account strategies to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookings
- Identify, target and gain access to appropriate leaders in prospect accounts, building and cultivating your network of decision makers
- Scope, negotiate and close agreements to consistently meet and exceed revenue quota targets
- Holistically embrace, access, and utilize Okta partners to identify and open new, uncharted opportunities
- Build and nurture effective working partnerships within your Okta ecosystem (xDRs, Partners, Presales, Customer First, etc)
- Adopt a strong value based sales approach, always looking to bring a compelling point of view to each customer
- Travel as necessary to build and cultivate customer and prospect relationships

## What You’ll Bring
- 2+ years success in growing revenue for sophisticated, complex enterprise SaaS products
- Ability to evangelize, educate and create demand with C-level decision makers
- Ability to navigate complex sales cycles with multiple stakeholders from both the customer base and within the internal ecosystem
- Proven success selling into C-suite and building partnership and buy-in with multiple stakeholders
- Significant experience selling in partnership with GSI’s & the wider partner ecosystem
- Excellent communication and presentation skills with audiences of all levels and all technical aptitudes
- Confident and self driven with the humility required to successfully work in teams
- Expertise using a Sales Framework such as MEDDICC, Challenger or Sandler (we use MEDDPICC)

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