Strategic Account Executive

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 Auth0 Sales Team Auth0 supports Okta’s vision of freeing anyone to safely use any technology by providing a secure, highly available, enterprise-grade platform that secures billions of log-ins every year for Consumer and SaaS applications. As an Auth0 AE, you will drive territory growth through both net new logos and cultivating relationships to develop and grow existing Auth0 customers. With the support of your Okta ecosystem, your focus will be on consistent results and an unwavering commitment to our customers. The Strategic Auth0 Account Executive Opportunity The successful Auth0 Account Executive is a highly motivated, self-driven, and experienced Account Executive who is passionate about security and about driving protection against the biggest identity threats. As an Auth0 AE, you will be focused on providing value to Application Development teams (Engineering, Product, Security and Architecture). You will continually drive territory growth through both net new logos as well as through cultivating relationships to develop and grow existing Auth0 customers.  This role requires travel to our San Francisco, CA or Chicago, IL office for in-person onboarding during the first week of employment. If reasonable accommodation is needed to participate in the job application, interview process, or onboarding please use this Form to request an accommodation. What you’ll be doing:  * 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 What you’ll bring to the role: * 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) #LI-Remote P24255_3316711 Below is the annual On Target Compensation (OTE) range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit: https://rewards.okta.com/us.  The annual OTE range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between: $308,000—$462,000 USD 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.

Smartsheet

For over 20 years, Smartsheet has empowered teams to manage work seamlessly and scale solutions smarter. Now, in our most ambitious chapter yet, we are uniting human teams with AI agents. By orchestrating the work agents do best, automating manual tasks and uncovering insights at scale, we create the space for people to focus on what truly matters: judgment, creativity, and big thinking. That is magic at work, and it’s what we show up for every day. Smartsheet is looking for a Strategic Account Executive to join our EMEA organisation. You will be responsible for increasing software and services sales by expanding existing customers' adoption along with targeting new logo acquisition. This is an incredibly exciting opportunity to help build out a strategically important vertical for Smartsheet. You will work on a hybrid basis from Munich, Germany and will be reporting to the Senior Regional Director, Large Enterprise EMEA. You Will: * Exceed quarterly and annual software and services sales quotas * Lead primary and secondary account teams by partnering with Solution Engineering, Consulting, Customer Success, Customer Outcomes, Marketing and Sales Development * Develop short and long-term growth and renewal strategies across your customer base * Balance tactical execution whilst ultimately targeting complex, high-value solution-based deals * Proactively develop unsolicited proposals that align with customer initiatives and position Smartsheet as an enterprise software solution provider * Accurately forecast sales opportunities, while tracking and using critical metrics that predict sales success * Perform other duties as assigned You Have: * 5+ years of experience selling enterprise software or services * Fluency in English & German is required * Demonstrable track record of exceeding assigned quotas and receiving recognition for high-performance * Demonstrable experience building relationships with senior line-of-business leaders, IT executives and operational managers within Enterprise organisations (>5,000 employees) * Understanding and experience of selling directly and through partners * Proven ability to manage a large and diverse pipeline of sales opportunities * Proven experience in developing successful go-to-market strategies * Proven experience executing complex, solution-based strategic sales processes * Exceptional sales fundamentals in terms of pipe generation approaches, territory planning, account planning and deal execution * Highly accountable for actions and performance * Resilient and adaptable to change * High integrity with the ability to build trust * Excellent instinct and judgment to make sound choices * Strong self awareness in terms of strengths, weaknesses and where to have the highest impact * Comfort in ambiguity with the ability to translate complexity into clarity * High humility with a mindset of continuous improvement * Curious, creative and able to respectfully challenge * Self-motivated and driven by a need to make a difference * Provides leadership by leveraging collective strengths, providing vision and by buying into collective objectives * Legally eligible to work in Germany on an ongoing basis Smartsheet provides a competitive base salary range for roles that may be hired in different geographic areas we are licensed to operate our business from. Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location. In addition, this role will be eligible for a market competitive incentive opportunity. DE Base Salary Pay Range €110,000 - €145,000 EUR   Get to Know Us: At Smartsheet, your ideas are heard, your potential is supported, and your contributions have real impact. You’ll have the freedom to explore, push boundaries, and grow beyond your role. We welcome diverse perspectives and nontraditional paths—because we know that impact comes from individuals who care deeply and challenge thoughtfully. When you’re doing work that stretches you, excites you, and connects you to something bigger, that’s magic at work. Let’s build what’s next, together. Equal Opportunity Employer: Smartsheet is an Equal Opportunity (EEO) employer committed to fostering an inclusive environment with the best employees. It is our policy to provide equal employment opportunities to all qualified applicants in accordance with applicable laws in the US, UK, Australia, Germany, Costa Rica, Japan, Bulgaria, India, and Singapore. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information.  If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.   #LI-Remote

Fonoa

At Fonoa, we are transforming how digital-first companies stay tax-compliant. We provide simple and modular API solutions that easily integrate into any existing workflow. Through our technology-first approach, we reduce manual processes, increase compliance, and reduce the cost of operations when transacting and scaling internationally. We are solving one of the largest yet unsolved problems in global e-commerce. Our tax automation software enables companies such as Uber, Zoom, Booking.com, Squarespace and Rappi to expand their international offerings more quickly and stay tax-compliant.   Role description: As a Strategic Account Executive specializing in Tax Technology, you will be a critical Commercial team member, driving revenue and contributing to our growth through a land-and-expand model. Your mission is to execute our sales strategy for our Ideal Customer Profile (ICP) across software, marketplaces, and digital services accounts in tax technology. With a select portfolio of targeted, strategic accounts, you’ll focus on net new and expansion business opportunities, cultivating deep relationships and expanding our footprint within each account. You will manage the entire sales lifecycle from prospecting to deal closure and ongoing account management.  Your role will also support refining our sales processes, meeting performance metrics, and accelerating revenue growth.    What you will do :    Sales & Prospecting: * Generate a new sales pipeline from prospecting activities into buyer personas such as Head of Tax, CFO, Tax Manager, etc. * Manage live opportunities through an enterprise sales process using our Winning by Design (SPICED) or MEDDPICC sales methodology. * Develop and present value-driven pricing quotations. * Collaborate with clients to establish clear ROI metrics and generate comprehensive impact case studies. * Foster deep relationships with a range of senior stakeholders and clearly position our value proposition of providing an API-driven tax solution that helps companies with compliance, fine mitigation, and scalability around the world.   Customer Relationship Management: * Craft strategic plans and conduct QBRs with customers, unlocking clear upsell and cross-sell roadmaps and solution planning for the next 12-18 months and beyond. * Uphold accurate Salesforce hygiene, including comprehensive meeting notes and deal forecasting.   Team Collaboration: * Coordinate with the wider project team, maintaining a clear internal communication cadence. * Operate with autonomy, swiftly grasping customer needs and pain points.   Requirements: * Extensive experience as a Strategic Account Executive * Proven track record in selling complex Enterprise B2B SaaS/API solutions that address a unique business problem. * Strong experience in using Salesforce to manage and forecast your business. * Ability to implement and adhere to structured sales processes and methodologies. * Exceptional talent for cultivating client relationships and devising strategic plans. * Highly coachable and eager to adapt and learn. * Excellent communication skills, both verbal and written. * Experienced in value-based pricing strategies and using Return on Investment/ Business Cases   Top Traits: * Hunter/ New Business focused  * Tech/ Software Sales background * Deep enterprise-level deal experience  * Experience selling into senior finance personas within the software/ digital vertical  Fonoa is committed to fair and equitable compensation practices. The US base salary range for this full-time position is $160,000 - $185,000 + commission + equity + benefits, and represents Fonoa’s good faith and reasonable estimate of the range of possible compensation at the time of posting. Actual compensation will depend on a variety of factors unique to each candidate, including but not limited to, the candidate’s years of experience, qualifications, relevant skill set, certifications, and geographic office location. Pay ranges may vary in different regions based on local market conditions and cost of labor. To learn more about life at Fonoa and our benefits, please visit fonoa.com/careers. Additional Information Equal Opportunity Statement At Fonoa, we seek candidates from a wide range of backgrounds and perspectives, and we are proud to be an equal opportunity employer. We consider qualified applicants for employment without regard to race, color, religion, creed, gender, national origin, ancestry, age, physical disability, mental disability, medical condition, genetic information, military or veteran status, marital status, sex (including pregnancy, childbirth, breastfeeding, or related medical conditions), gender expression or identity, sexual orientation, citizenship, or any other legally protected status. Fonoa is committed to fostering an inclusive and accessible workplace where everyone has the opportunity to thrive. We comply with the requirements of all applicable California and federal employment laws, including those protecting disabled individuals. If you require a reasonable accommodation to search for a job opening, apply for a position, or participate in the interview process, please contact us via email at people-ops@fonoa.com and describe the specific accommodation needed due to a disability-related limitation. Examples of reasonable accommodations include, but are not limited to: * Receiving application materials in an alternate format * Conducting interviews in an accessible location * Being accompanied by a service animal * Having a sign language interpreter present during interviews We respond to accommodation requests within three business days. Please note that non-disability related inquiries, such as application status follow-ups, may not receive a response through this channel. Fonoa will not discharge or otherwise discriminate against employees or applicants for discussing or disclosing their own pay or the pay of another employee or applicant. However, employees who have access to compensation information as part of their essential job functions may not disclose this information to others who do not have access, unless it is: * In response to a formal complaint or charge * In furtherance of an investigation, proceeding, hearing, or legal action * Consistent with Fonoa’s legal obligations to disclose such information   As part of the recruitment process at Fonoa, we process your personal data in accordance with our Privacy Notice for Job Applicants. This notice explains how and why your data is collected and used, and how you can contact us if you have any concerns.