SMB Account Executive - CEE
About this role
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.
The Opportunity
Okta is expanding. As we solidify our position as the world’s leading identity provider, we are looking for a high-energy, entrepreneurial Emerging Account Executive to join our growing CEE team.
This role is designed for a true "Hunter": your primary mission is to capture new logos and establish Okta as the standard for identity in the region, while strategically growing our existing install base.
Responsibilities
- New Logo Acquisition: Act as the primary engine for growth in the CEE region, focusing on identifying and closing new business opportunities within the Emerging segment (under 300 employees).
- Expansion & Growth: Manage and grow the existing install base, working with customers post-sale to accelerate adoption and identify upsell opportunities.
- Active Prospecting: Drive a high-volume outbound strategy to build a robust sales pipeline from scratch.
- Value-Based Selling: Navigate complex sales cycles and qualify opportunities using Okta’s sales methodology to ensure a perfect fit for the customer’s needs.
- Partner Ecosystem: Form long-term relationships with local resellers and system integrators to extend Okta’s market reach and drive regional adoption.
- Collaborative Selling: Partner closely with our Sales Engineers (SEs) to deliver compelling product demonstrations and technical validation that solve real-world customer problems.
- Marketing & Events: Actively collaborate with the Marketing team to drive attendance for regional events, webinars, and roundtables, turning field activity into a qualified sales pipeline.
- Travel: Ability to travel approximately 25% of the time to engage with customers and partners on-site.
- What You Bring
- High Energy & Passion: You are genuinely excited about how technology—especially AI—is transforming the way organizations operate and secure themselves in the Digital Age.
- Hunter Mindset: You are a resilient, driven self-starter. You have experience in sourcing and outbounding and thrive in high-activity environments.
- Growth Mindset: You are a lifelong learner with a relentless desire to develop your sales craft; you are coachable, proactive in seeking feedback, and view every challenge as an opportunity to grow.
- SaaS Experience: A track record of success selling SaaS; experience in value-based selling at the C-level is essential.
- Team Player: A collaborative spirit with a desire to work alongside SEs and Marketing to win as a team.
- Ecosystem Awareness: A strong desire to build and nurture a professional network within the CEE reseller and partner community.
- Communication: excellent verbal and written communication skills. Fluency in German and/or French is a plus.
- You might also have:
- Understanding of and experience with Identity & Access Management, Single Sign-on and API-based solutions is always great but definitely not a must have
- BSc/BA degree or equivalent preferred (but not essential)