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Role Description

The Distinguished SE - Key Accounts will serve as a technical sales strategist, operator, and business partner to Okta’s AMER Key Accounts Sales Leadership—accelerating strategic deals, scaling key pursuits, and enabling repeatable success across regions. This role will focus primarily on strategic growth markets, with a mandate to connect strategy to execution across the sales lifecycle.

You will collaborate closely with Key Account Directors, GTM Leadership, corporate strategy, and product stakeholders to:

• Lead pursuit strategy for large, multi-stakeholder deals.
• Drive AI, partner strategy and strategic sales pursuits across large enterprise accounts.
• Build and operationalize repeatable 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 GTM sales leadership, helping to define and execute go-to-market strategies for high-impact pursuits.
  • Develop frameworks and methodologies to increase consistency and predictability across strategic deal cycles.
  • Partner with the Office of the FCTO to align platform sales narratives with market trends.
• Strategic Initiatives:
  • Lead the planning and execution of 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.
• Field Enablement and Collaboration:
  • Partner with Enablement and Sales Operations to institutionalize pursuit excellence and best practices.
  • Facilitate collaboration between regional teams, specialists, and executive sponsors to improve strategic account coverage.
• Ecosystem & Thought Leadership:
  • Engage with industry and partner ecosystems to promote Okta’s leadership in 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.
  • Foster executive-level technical relationships in Okta’s Key Accounts.
• Innovation and Strategy:
  • Partner with the Office of the Field CTO to refine Okta’s positioning around AI and next-generation identity for Key Accounts.
  • Lead 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

• 15+ years of experience in identity, cybersecurity, SaaS or AI-related domains.
• Proven track record of driving strategic sales programs and large, complex deal pursuits.
• Deep understanding of applications in enterprise go-to-market and security contexts.
• Strong executive presence and ability to influence senior business and technical leaders.
• Exceptional storytelling and communication skills, including experience building content and presenting to C-level audiences.
• Recognized as an industry thought leader with a history of industry publications and conference presentations.

Requirements

• Prior experience in a Field CTO, Strategic Advisor, or Sales Strategy role in a high-growth SaaS organization.
• Demonstrated success in designing and scaling AI-enabled or platform-based sales motions.
• Strong understanding of Okta’s platform, ecosystem, and identity security landscape.
• 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 $300,000 — $450,000 USD.
• Annual OTE range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between $268,000 — $362,000 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).