Sr. Key Account Executive- (P&C SaaS Solutions)

Shift Technology

Shift delivers AI agents that transform insurers' most critical work. By combining deep industry expertise and unmatched data resources, Shift provides proven results that have earned the trust of hundreds of the world's leading insurers. Our insurance-grade AI is accurate, explainable, and secure—empowering human experts to move with unmatched speed, total confidence, and a renewed focus on the people they serve.        Your browser does not support the video tag. Our culture is built on innovation, trust, and a drive to transform the insurance industry through our SaaS platform. We come from more than 50 different countries and cultures and together we are creating the future of insurance. Learn more at www.shift-technology.com   The Sales team is responsible for driving new business. We work closely with teams across the business to identify client pain points and highlight how our software is a solution to our client’s problems. Discovery calls, relationship building and complex deals make our days diverse and exciting! What you'll do... This individual can be located anywhere in the US area As part of our globally growing Healthcare Solutions sales team, you will be a key player in helping us scale our business and rolling out Shift Technology solutions to new clients. Your role in the Shift adventure will be to grow the Health Insurance business in the United States! The Payment Integrity solution we provide is key to our customers and you will be managing C-level relationships within the country's Health insurance ecosystem. * Develop and implement strategic territory plan to ensure Shift exceeds its revenue objectives * Identifying new opportunities and the right customer stakeholders within Healthcare * Independently and collaboratively strategize for solving deal-level challenges; * Work on and submit proposals and contracts to customers. What you bring... * Have at least 5 years of successful experience selling large, complex enterprise-grade SaaS solutions to Insurance Payers business units (Utilization Management, Provider Management, CFO, SIU) * Have a deep Health Plan knowledge * Have existing relationships within the Payer ecosystem * Drove SaaS selling of $500K and above across a multiyear contract * Worked with a partner ecosystem to deliver results and scale * Have an understanding of pipeline creation, and a keen ability of negotiation skills * Have excellent communication skills, including oral written, and non-verbal; you know how to make complex things feel simple; * Can tailor communication to the customer’s needs with confidence, and can effectively deliver memorable presentations leveraging storytelling skills; * Are a strategic thinker to systematically solve problems and hypothesize possible pain points and implicit needs; * Are effective at networking and can identify the right customer stakeholders and build connections quickly to drive consensus for deals * Can manage multiple opportunities simultaneously #LI-MG1 #LI-REMOTE The range listed is for base compensation.  Your actual base salary will vary based on factors including location and individual qualifications objectively assessed during the interview process.  In addition to base salary, your total rewards package will include additional components such as incentive pay and benefits.  If you're interviewing for this role, speak with your Talent Acquisition Partner to learn more about the specific details for this position. Base Salary Pay Range $130,000—$180,000 USD To support our permanent, full time employees at every stage of their careers and lives, we provide a competitive total rewards and benefits package. Here are the global benefits we’d like to highlight: * Flexible remote and hybrid working options * Competitive Salary and a variable component tied to personal and company performance * Multiple Learning and Development opportunities, including Focus Fridays, a half-day each month to focus on learning and personal growth * Generous PTO and paid holidays * Mental health benefits  * 2 MAD Days per year (Make A Difference Days for paid volunteering) Additional benefits may be offered by country, based on your eligibility - ask your recruiter for more information. Intern and Apprentice positions may receive some of these benefits - ask your recruiter for more details. AI tools are used to help review applications for this role. Read our AI in Recruitment Notice for what the AI considers, how to request a human review, and our most recent bias audit. At Shift we strive to be a diverse and inclusive workforce. We welcome applications from and hire people who will contribute to the diversity of our company, without regard to race, color, religion, marital status, age, national or ethnic origin, physical or mental disability, medical condition, pregnancy, genetic information, gender identity or expression, sexual orientation, or other non-merit criteria. Shift Technology is committed to providing reasonable accommodations for qualified individuals with disabilities in our application and employment process. Should you require accommodation, please email accommodation@shift-technology.com and we will work with you to meet your accessibility needs. Please be aware of scammers and only trust correspondence that comes from emails ending in "shift-technology.com". We will never do initial outreach to you via Whatsapp/Text/SMS, never ask for banking information or personal identification numbers (ex. Social Security Number) as part of our recruitment process. Shift Technology does not accept unsolicited CVs from recruiters or employment agencies in response to the Shift Technology Careers page or a Shift Technology social media post. Any unsolicited CVs, including those submitted directly to hiring managers, are deemed to be the property of Shift Technology.

Okta

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 Commercial LATAM Team Account Executives at Okta strive to help prospects and customers modernize IT, build customer experiences, and prevent breaches by mapping our solutions to their needs. By understanding the specific challenges that both prospects and customers are faced with, you will help them achieve the desired positive business outcomes with our solutions. You will cultivate tight-knit relationships with customers and key partners while maintaining knowledge of Okta’s evolving technology. In this high-velocity role, expect to own deals from cradle-to-grave in collaboration with account teams, sales engineers, professional services, and partners.   The Sr. Commercial Account Executive Opportunity Reporting to the LATAM Area Sales Director, Commercial Sales, Okta’s Sr. Commercial Account Executive manages the sales processes for commercial customers (less than 2000 employees) located in the northern LATAM region. 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  * Manage the sales process for small to medium-sized new logo customers from demo to contract negotiation * Expand business within existing Okta customers by building long-term strategic relationships with key accounts. * Develop and execute against an assigned quota and territory plan * Prospect, forecast, build and maintain a sales pipeline with assigned Sales Development Representatives * Present to C-level executives in the field and via web demonstrations * Partner with ISV's and strategic partners to win revenue for Okta   What you’ll bring to the role * 5+ years of sales and account management experience in a SaaS/Cloud B2B environment * Experience selling into northern LATAM region preferred * A proven track record of success selling in territory to mid-sized and/or enterprise customers * ISV or Channel experience is strongly preferred   * IT/Security sales experience is strongly preferred * Ability to travel 10%-20% * BS/BA degree preferred * Must be able to travel to customers, events, and team offsites * Must be fluent in Spanish * Please note this role is not eligible for sponsorship #LI-KT1 SRC CML NLATAM The Okta Experience * Supporting Your Well-Being  * Driving Social Impact  * Developing Talent and Fostering Connection + Community 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.

Okta

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 Commercial LATAM Team Account Executives at Okta strive to help prospects and customers modernize IT, build customer experiences, and prevent breaches by mapping our solutions to their needs. By understanding the specific challenges that both prospects and customers are faced with, you will help them achieve the desired positive business outcomes with our solutions. You will cultivate tight-knit relationships with customers and key partners while maintaining knowledge of Okta’s evolving technology. In this high-velocity role, expect to own deals from cradle-to-grave in collaboration with account teams, sales engineers, professional services, and partners.   The Sr. Commercial Account Executive Opportunity Reporting to the LATAM Area Sales Director, Commercial Sales, Okta’s Sr. Commercial Account Executive manages the sales processes for commercial customers (less 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  * Manage the sales process for small to medium-sized new logo customers from demo to contract negotiation * Expand business within existing Okta customers by building long-term strategic relationships with key accounts. * Develop and execute against an assigned quota and territory plan * Prospect, forecast, build and maintain a sales pipeline with assigned Sales Development Representatives * Present to C-level executives in the field and via web demonstrations * Partner with ISV's and strategic partners to win revenue for Okta   What you’ll bring to the role * 5+ years of sales and account management experience in a SaaS/Cloud B2B environment * Experience selling into Brazil preferred * A proven track record of success selling in territory to mid-sized and/or enterprise customers * ISV or Channel experience is strongly preferred   * IT/Security sales experience is strongly preferred * Ability to travel 10%-20% * BS/BA degree preferred * Must be able to travel to customers, events, and team offsites * Must be fluent in Portuguese * Please note this role is not eligible for sponsorship A Equipe Comercial LATAM Os Executivos de Contas da Okta se dedicam a ajudar prospects e clientes a modernizar a TI, criar experiências para clientes e prevenir violações de segurança, mapeando nossas soluções às suas necessidades. Ao compreender os desafios específicos enfrentados tanto por prospects quanto por clientes, você os ajudará a alcançar resultados positivos desejados com nossas soluções. Você irá cultivar relacionamentos próximos a clientes e parceiros estratégicos, ao mesmo tempo em que mantém conhecimento atualizado sobre a tecnologia em constante evolução da Okta. Nesta função, espera-se que você gerencie negociações de ponta a ponta, em colaboração com equipes de contas, engenheiros de soluções, serviços profissionais e parceiros. A Oportunidade de Executivo de Contas Comercial Sênior Reportando-se ao Diretor de Vendas da Área LATAM, o Executivo de Contas Comercial Sênior da Okta gerencia os processos de vendas para clientes comerciais (com menos de 2.000 funcionários) localizados no Brasil. O candidato ideal para a posição terá prazer em conquistar novos clientes (new logos), ao mesmo tempo em que gerencia e expande uma carteira de clientes existentes. Nossos Executivos de Contas organizam e conduzem apresentações de vendas, visitas a clientes e demonstrações de produtos para prospects, representando a Okta de maneira consistente, eficaz e profissional, com o objetivo de desenvolver e conquistar novos clientes. O que você fará * Gerenciar o processo de vendas para novos clientes de pequeno e médio porte, desde a demonstração até a negociação de contratos * Expandir os negócios na base de clientes existentes da Okta, construindo relacionamentos estratégicos de longo prazo * Desenvolver e executar um plano de território e atingir a cota atribuída * Prospectar, prever resultados, construir e manter um pipeline de vendas em parceria com os SDRs * Apresentar para executivos C-Level presencialmente e remotamente * Trabalhar com ISVs e parceiros estratégicos para gerar receita para a Okta O que você trará para a função * Mais de 5 anos de experiência em vendas e gestão de contas em ambiente B2B de SaaS/Cloud * Experiência em vendas no Brasil * Histórico comprovado de sucesso em vendas/ cobertura de território de clientes de médio porte e/ou corporativos * Experiência com ISVs ou canais é altamente desejável * Experiência em vendas de TI/Segurança é altamente desejável * Disponibilidade para viagens entre 10% e 20% * Graduação (BS/BA) desejável * Capacidade de viajar para visitar clientes, participar de eventos e encontros da equipe * Fluência em português é obrigatória * Observação: esta posição não é elegível para patrocínio de visto #LI-KT1 P17023 The Okta Experience * Supporting Your Well-Being  * Driving Social Impact  * Developing Talent and Fostering Connection + Community 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.