Job Description
This role builds territory growth through net new logos and cultivating relationships with Auth0 customers in software development. It targets Application Development teams, including Engineering, Product, Security, and Architecture, connecting security to business outcomes. The job secures agreements using MEDDPICC frameworks, with travel required to San Francisco or Chicago.
Okta secures billions of log-ins annually for Consumer and SaaS applications through Okta Platform and Auth0 Platform. The company provides authentication and automation, placing identity at the core of security. It supports global teams with over 50,000 employees in flexible settings.
Activities include creating plans for net new pipeline generation, delivering revenue targets, scoping agreements with decision makers in prospect accounts, and negotiating deals. Work involves partnering with xDRs, Partners, Presales, Customer First, and teams, presenting to CTOs, and traveling for relationships. One challenge is being available for in-person onboarding in the first week.
Compensation ranges from $308,000 to $462,000 OTE annually with equity. Locations include San Francisco, California, or Chicago, Illinois, remote with occasional travel. Benefits include medical, dental, vision, 401(k), flexible spending, disability, life, paid leave, and parental leave. Professional development involves sales frameworks like MEDDPICC and technical acumen training.
Responsibilities
- Build a 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 meet and exceed revenue quota targets
- Holistically embrace, access, and utilize partners to identify and open opportunities
- Build and nurture effective working partnerships within your Okta ecosystem (xDRs, Partners, Presales, Customer First, etc)
- Travel as necessary to build and cultivate customer and prospect relationships
Requirements
- 12+ years success in growing revenue for sophisticated, complex enterprise SaaS products
- Ability to evangelize, educate and create demand within the CTO organization, with a strong track record of pitching and closing to Product, Engineering, and Architecture decision makers
- Deep technical discovery skills that resonate with the developer community
- Strong technical acumen with proven ability to connect a technical sale to a companies’ business outcomes
- 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 MEDDPICC, Challenger or Sandler (we use MEDDPICC)