Public Sector Account Executive, Okta
Drives net-new logo acquisition and strategic account expansion across government and highly regulated customers, positioning Okta Workforce Identity for secure access, governance, and AI-era security. Requires 10+ years selling complex SaaS or cybersecurity solutions and strong executive-level commercial and technical acumen.
About the job
Responsibilities
- Build and execute a territory plan for pipeline generation and net-new logo acquisition.
- Consistently deliver revenue targets and support year-on-year territory growth.
- Develop account strategies to generate pipeline, progress opportunities, and deliver predictable bookings.
- Engage senior stakeholders across Security, Technology, Digital, Risk, Operations, and Executive teams.
- Position Okta Workforce Identity as a strategic platform for secure access, identity governance, privileged access, automation, and AI-era identity security.
- Help customers understand how identity supports secure AI adoption, including governance of non-human identities, service accounts, automation tools, and AI agents.
- Create compelling business cases, presentations, and executive-ready materials.
- Lead stakeholder alignment, account planning, negotiations, and quarterly business reviews.
- Leverage xDRs, Partners, Presales, Customer First, and Professional Services to progress opportunities.
- Build strong relationships with strategic partners, system integrators, and cloud ecosystem partners.
Requirements
- 10+ years of success selling complex Public Sector, enterprise SaaS, or cyber security solutions.
- Proven ability to win net-new logos and expand strategic government or highly regulated accounts.
- Strong understanding of workforce identity, access management, cyber security, cloud transformation, and enterprise technology buying cycles.
- Ability to engage senior stakeholders across Security, IT, Digital, Risk, Operations, and Executive audiences.
- Strong technical and commercial acumen, with the ability to connect identity and security solutions to business outcomes.
- Ability to articulate the role of identity in secure AI adoption, including human and non-human identity governance.
- Excellent discovery, communication, presentation, and executive presence.
- Experience working on large transformational security, identity, cloud, or digital modernisation initiatives.
- Creative, resilient, team-oriented, and highly accountable.
- Experience using MEDDPICC, Challenger, or Sandler sales methodologies.
- Strong forecast accuracy, opportunity hygiene, rigour, and execution discipline.
Benefits
- In-person onboarding experience.
- Well-being support.
- Social impact opportunities.
- Talent development and community connection.
Skills
SaaS, Cybersecurity, Workforce Identity, Access Management, Cloud Transformation, Identity Governance, Privileged Access, Artificial Intelligence, MEDDPICC, Challenger, Sandler, Quarterly Business Reviews
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