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 flexible and neutral products, Okta Platform and Auth0 Platform, provide secure access, authentication, and automation, placing identity at the core 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. The Enterprise Sales Team Are you passionate about technology and making your customers successful, and do you have the ability to articulate the value and return on investment of an enterprise solution across multiple decision makers? Do you want to help bring Okta to the next level? If you answered yes to these questions then this could be the role for you, are you up for the challenge. We are seeking a passionate, results oriented, sales professional to drive revenue growth calling on Enterprise accounts. The Enterprise Account Executive Opportunity We need an EAE who will continually ensure assigned territory growth with net new logos and profitability by developing solid business relationships with new and existing clients for Okta. You will plan and execute strategies and sales tactics in the following areas: generating new business, territory planning, pre-request for proposal prospecting, relationship development, pricing, presentation and delivery (finalist or other), negotiations, closing and executing contracts. We also require an EAE that can identify net new leads that fit within ideal client profiles to market the company’s products and services that will meet potential client’s needs. You will initiate contact and follow-up on sales meetings and teleconferences, meet sales objectives and targets at profitable rates, move prospects into implementation, and meet established sales goals and quota schedule per plan year’s objectives. You will work with sales support to initiate customized proposals and communication for prospective clients and develop familiarity with potential clients to best meet their needs and to field inquiries. What you’ll be doing: - Establish a vision and plan to guide your long-term approach to net new logo pipeline generation. - Consistently deliver ARR revenue targets to support 40% YOY growth – dedication to the number and to deadlines. - Develop and execute sales strategies and tactics to generate pipeline, drive sales opportunities and deliver repeatable and predictable bookings. - Land, adopt, expand, and deepen sales opportunities with Enterprise accounts in your Region. - Explore the full spectrum of relationships and business possibilities across the client’s entire org chart. - Become known as a thought-leader in Okta’s platform. - Expand relationships and orchestrate complex deals across more diverse business stake-holders. - Holistically embrace, access, and utilize the channel/alliances to identify and open new, uncharted opportunities. - Work as a team for the most efficient use and deployment of resources. Provide timely and insightful input back to other corporate functions. - Position Okta at both the functional and “business value” level with target stakeholders. - Champion Okta to prospective clients at sales presentations, site visits and product demonstrations - Build effective working partnerships with your Okta colleagues (channel partners, sales engineering, business value management, customer first and many more globally) with humility and enthusiasm. What you’ll bring to the role: - You will have 8+ years of a consistent track record of employment with direct field sales experience developing net new logos selling enterprise cloud software to enterprise companies. - You have previous experience utilizing partners, channels, and alliances to sell more successfully and overachieve your quota. - You have sold a similar complex solution software and have experience in any of the following: enterprise cloud software or infrastructure management, application development and management, security, business applications, and/or analytics. - You have a measurable track record in new business development and over achieving sales targets. - Experience in selling complex enterprise software solutions and ability to adapt in high growth, fast-growing, and changing environments and can adapt quickly. - Experience in successfully selling during market creation phase. - Proven track record of successfully closing six figure software cloud deals with prospects and customers in the defined territory. - Experience in the “C” suite, strong executive presence and polish, and excellent listening skills. - Experience with target account selling, solution selling, and/or consultative sales techniques; knowledge of MEDDIC and Challenger methodologies is a plus. - Bachelor's degree; MBA a plus or equivalent experience. *This role will require in person onboard in San Francisco for the first two days. #LI-Remote P12643_3365428 Below is the annual On Target Compensation (OTE) range for candidates located in San Francisco Bay Area. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit: https://rewards.okta.com/us. The OTE range for this position for candidates located in the San Francisco Bay area is between: $260,000—$390,000 USD What you can look forward to as a Full-Time Okta employee! - Amazing Benefits - Making Social Impact - Developing Talent and Fostering Connection + Community at Okta Some roles may require travel to one of our office locations for in-person onboarding. Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws. If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation. Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, please click here to view our full NYC AEDT Notice. Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Personnel and Job Candidate Privacy Notice at https://www.okta.com/legal/personnel-policy/.

• Ownership of the entire sales cycle from initial discovery to deal closing • Develop a robust territory plan with detailed strategies and tactics for exceeding quota • Comfortable and confident in prospecting to help generate pipeline • Foster value-driven relationships with influencers and decision-makers • Use a consultative approach to identify customer needs and formulate targeted proposals • Partner with Solutions Engineers to deliver value-oriented software demonstrations • Quarterback RFP responses and collaborate with teammates across departments • Accountable for forecast accuracy and keeping CRM up to date • Leverage a commercial mindset in negotiating win-win deals for clients and SwiftComply

• Turn Inbound Interest into Closed-Won: Qualify, discovery, demo, and negotiate deals from first touch to signature. Own the full cycle. • Improve Retention: Track usage and engagement, develop at-scale interventions for at-risk accounts, and help us build a more sustainable SMB business. • Become A Product Expert: Become a product expert to have high-value conversations with Product Leaders and Champions. • Build Scalable Processes using Automation and AI: You will have the unique opportunity to iterate on the systems, playbooks, and best practices that serve as the foundation for SMB.

• Identify, prospect, and close new enterprise customers within an assigned territory or market segment. • Lead complex, consultative sales cycles involving multiple stakeholders, including C-suite and firm leadership. • Develop compelling value propositions using ROI analysis, cost modeling, and industry insights. • Maintain accurate pipeline management, forecasting, and opportunity tracking in Salesforce. • Own a portfolio of accounts post-close, serving as the primary commercial relationship owner. • Drive expansion, upsell, and cross-sell opportunities aligned to client goals and modernization initiatives. • Build and execute account plans focused on long-term value, cloud adoption, and product utilization. • Proactively manage renewals in partnership with Customer Success, ensuring retention and growth targets are met. • Establish trusted advisor relationships with senior client stakeholders. • Collaborate closely with Sales Engineers, Product, Customer Success, and Marketing to deliver tailored solutions. • Advocate for client needs internally, influencing roadmap priorities and service improvements. • Educate clients on best practices, new functionality, and industry trends. • Perform other duties as assigned to support departmental and company objectives.