• Partner with Enterprise AEs and AMs to secure the technical win on Vanta’s most complex, strategic deals • Lead Discovery and Architecture Workshops to deep-dive into prospect tech stacks and identify technical blockers • Own and execute the Solution Validation (Managed Pilot) process • Provide expert guidance on Vanta’s platform and API capabilities • Design comprehensive Technical Success Plans • Act as the ‘Voice of the CISO’ by consolidating strategic product gaps

• Establish and maintain a deep understanding of the overall Semrush technology portfolio and the competitive landscape • Be a thought leader to the sales team and a technical lead on strategic client relationships across various industry verticals • Collaborate with Executive, Product, Sales, and other senior-level decision-makers. • Ability to provide authoritative guidance on technical concepts with strong skills in API, IT operations, security, and processes • Expertise in handling technical data questions from clients and prospects. • Help champion an environment for ongoing strategic customer success • Work closely with key client executive decision makers on product evaluations and proof of concepts to ensure the solutions/products meets client objectives • Actively assist other Sales teams in pre/post-sales engineering responsibilities • Perform high level Discovery with your clients • Conduct internal training, prepare & conduct demos, host webinars and events with clients, and interact with other Semrush Teams.

•执行Oracle Cloud EPM EPBCS实施、优化和支持 •与跨职能团队合作，收集需求并定义项目范围 •支持Oracle Cloud EPM解决方案的设计和配置，确保与业务目标的一致性 •提供技术专业知识和指导，确保最佳实践在开发和实施中的应用 •在项目生命周期中排除和解决复杂的技术挑战

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description The Auth0 Principal SE - Key Accounts will serve as a technical sales strategist, operator, and business partner to Okta’s AMER Key Account Directors —accelerating strategic deals, scaling key pursuits, and enabling repeatable success across Okta’s Key Accounts segment. You will collaborate closely with Key Account Directors, Auth0 AEs, Key Account SEs, GTM leadership, and product stakeholders to: - Lead Auth0 pursuit strategies for selected large, multi-stakeholder deals. - Build and operationalize repeatable Auth0 sales motions, partner strategies, and AI-enabled sales plays. - Scale and institutionalize best practices that improve win rates and deal velocity. What You’ll Be Doing - Strategic Planning & Execution: - Serve as a trusted advisor to Okta’s Key Account Directors and sales leadership, helping to support and execute Auth0-centric go-to-market strategies for high-impact pursuits. - Assist in developing frameworks and methodologies to increase consistency and predictability across strategic deal cycles. - Partner with the Office of the FCTO to align AI and platform sales narratives with market trends. - Strategic Initiatives: - Support the planning and execution of AI-driven and enterprise-scale sales initiatives across key industries and territories. - Collaborate with cross-functional teams to drive pursuit discipline, storytelling excellence, and deal orchestration. - Guide account teams on value-based selling strategies, connecting identity outcomes to measurable business impact. - Ecosystem & Thought Leadership: - Engage with industry and partner ecosystems to promote Okta’s leadership in AI-enabled identity sales. - Represent Okta in field events, customer summits, and strategic planning forums. - Foster collaboration across GTM teams to enhance pipeline growth and field readiness. - Innovation and Strategy: - Engage in initiatives that enhance Okta’s competitive differentiation and accelerate long-term growth. - Surface field insights and customer trends to inform global GTM strategy and product roadmap alignment. Qualifications - 8+ years of presales engineering experience in customer identity and AI-related domains. - Deep technical expertise in Auth0 and Auth0 FGA / OpenFGA. - Proven track record of driving strategic sales programs and large, complex deal pursuits. - Strong understanding of AI/ML applications in enterprise go-to-market and secure AI development. - Experience leveraging AI tools to build POC artifacts for deal acceleration. - Experience in developing and delivering C-level messaging focused on the Auth0 value proposition through business outcomes. - Strong communication and presentation skills, with experience contributing to technical events. Requirements - Prior experience in a Field CTO, Strategic Advisor, or Sales Strategy role in a high-growth SaaS organization. - Demonstrated success in executing AI-enabled or platform-based sales motions. - Strong understanding of Okta’s platform, ecosystem, and identity security landscape. - Hands-on experience with Generative AI or LLM technology (LangChain, GenKit, LlamaIndex, etc.). - Experience working with Fortune 100 enterprises or large regulated industries. - Knowledge of frameworks such as MEDDPICC, Challenger, or other enterprise sales methodologies. - Ability to thrive in a matrixed environment, balancing strategic vision with operational execution. - Passion for innovation, collaboration, and customer success. Benefits - Annual On Target Compensation (OTE) range for candidates located in the San Francisco Bay area is between $255,000 — $383,000 USD. - Annual OTE range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between $228,000 — $342,000 USD. - Equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave).