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Okta

Enterprise Account Executive

5 day weekGreat Place to Work '23Hybrid · São Paulo, Brazil

Secure Every Identity, from AI to Human Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence.

This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.

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 Account Executive Opportunity

Reporting to the LATAM Area Sales Director, Enterprise Sales, Okta's Enterprise Account Executive manages the sales processes for enterprise customers (more than 2000 employees) located in Brazil. The right candidate for the position will enjoy closing new logos while simultaneously managing and expanding a book of install base customers. Our AE's organize and conduct sales presentations, site visits and product demonstrations to prospects and represent Okta in a consistent, effective and professional manner to best develop and win new clients.

What you'll be doing

  • You will establish a vision and plan to guide your long-term approach to net new logo pipeline generation in LATAM.

    You will consistently deliver ARR revenue targets to support 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.

  • Embrace to Okta's #1 core value to always love our customers.

  • 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 7+ years of a consistent track record of employment with direct field sales experience developing net new logos and selling enterprise cloud software to enterprise companies (2000+ employee count) within LATAM.
  • 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 the 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 MEDDPIC and Challenger methodologies is a plus.
  • Bachelor's degree; MBA a plus or equivalent experience.
  • Must be fluent in Portuguese, Spanish is preferred
  • Must be willing to travel 20-30%
  • Please note this role is not eligible for sponsorship

#LI-Remote

Get to know Okta

Okta is the world's leading 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 value the diversity of perspectives and experiences. We are not looking for someone who checks every box — we are looking for people who learn continuously and who can improve us with their unique experiences.

Join our team! We are building a world where identity belongs to you.

The Enterprise Account Executive Opportunity

Reporting to the Enterprise Sales Director for Latin America, Okta's Enterprise Account Executive manages the sales processes for enterprise customers (more than 2,000 employees) located in Brazil. The ideal candidate for the position will enjoy closing new business while simultaneously managing and expanding your existing customer portfolio. Our Account Executives organize and conduct sales presentations, site visits, and product demonstrations for prospective customers, representing Okta in a consistent, effective, and professional manner to better develop and win new clients.

What you will do

You will establish a vision and a plan to guide your long-term approach to generating new customer pipeline in Latin America.

You will consistently meet annual recurring revenue (ARR) targets to support year-over-year growth – dedication to the numbers and to deadlines.

You will develop and execute sales strategies and tactics to generate opportunities, drive sales, and ensure repeatable and predictable contracts.

You will acquire, adopt, expand, and deepen sales opportunities with enterprise accounts in your region.

You will explore the full spectrum of relationships and business possibilities across the entire organizational structure of the customer.

You will become a reference point on the Okta platform.

You will explore relationships and orchestrate complex negotiations with more diverse business stakeholders.

You will embrace Okta's core value: always love our customers.

You will holistically embrace, access, and utilize channels/alliances to identify and open new unexplored opportunities.

You will work as a team for the most efficient use and allocation of resources. You will provide timely and insightful feedback to other corporate functions.

Position Okta at both the functional and "business value" level with stakeholders.

Promote Okta to prospective customers at sales presentations, site visits, and product demonstrations.

Build effective working partnerships with your Okta colleagues (channel partners, sales engineering, business value management, customer focus, and many others globally) with humility and enthusiasm.

What you will bring to the role

You will have more than 7 years of proven experience in direct field sales, developing new customers and selling enterprise cloud software to companies (with more than 2,000 employees) in Latin America.

You have previous experience using partners, channels, and alliances to increase sales success and exceed your targets.

You have sold similar complex solution software and have experience in at least one of the following areas: enterprise cloud software or infrastructure management, application development and management, security, business applications, and/or data analytics.

You have a proven track record of new business development and exceeding sales targets.

Experience selling complex enterprise software solutions and the ability to adapt to high-growth, rapid expansion, and constantly changing environments.

Experience successfully selling during the market creation phase.

Proven track record of closing six-figure cloud software deals with prospective and current customers in the defined territory.

Experience with high-level executives (C-suite), strong presence and polish in communication, and excellent listening skills.

Experience with target account selling, solution selling, and/or consultative sales techniques; knowledge of MEDDPIC and Challenger methodologies is a plus.

Bachelor's degree; MBA is a plus or equivalent experience.

Must be fluent in Portuguese; Spanish is preferred.

Must be available to travel 20% to 30% of the time.

Please note that this position does not offer visa sponsorship.

The Okta Experience

We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one.

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.