Sales Account Executive - Enterprise

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.

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. 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         Conheça a Okta A Okta é a empresa líder mundial em identidade. Nós libertamos todos para usar qualquer tecnologia com segurança, em qualquer lugar, em qualquer dispositivo ou aplicativo. Nossos produtos flexíveis e neutros, a Plataforma Okta e a Plataforma Auth0, fornecem acesso seguro, autenticação e automação, colocando a identidade no centro da segurança e do crescimento dos negócios. Na Okta, valorizamos a diversidade de perspectivas e experiências. Não buscamos alguém que preencha todos os requisitos — buscamos pessoas que aprendem continuamente e que possam nos aprimorar com suas experiências únicas. Junte-se à nossa equipe! Estamos construindo um mundo onde a identidade pertence a você. A oportunidade para Executivo de Contas Corporativas Reportando-se ao Diretor de Vendas Corporativas da América Latina, o Executivo de Contas Corporativas da Okta gerencia os processos de vendas para clientes corporativos (mais de 2.000 funcionários) localizados no Brasil. O candidato ideal para a posição terá prazer em fechar novos negócios, enquanto gerencia e expande simultaneamente sua carteira de clientes já existentes. Nossos Executivos de Contas organizam e conduzem apresentações de vendas, visitas a instalações e demonstrações de produtos para clientes potenciais, representando a Okta de maneira consistente, eficaz e profissional para melhor desenvolver e conquistar novos clientes.   O que você fará Você estabelecerá uma visão e um plano para orientar sua abordagem de longo prazo para a geração de novos clientes na América Latina. Você atingirá consistentemente as metas de receita anual recorrente (ARR) para sustentar o crescimento ano a ano – dedicação aos números e aos prazos. Desenvolverá e executará estratégias e táticas de vendas para gerar oportunidades de negócios, impulsionar vendas e garantir contratos recorrentes e previsíveis. Conquistará, adotará, expandirá e aprofundará oportunidades de vendas com contas corporativas em sua região. Explorará todo o espectro de relacionamentos e possibilidades de negócios em toda a estrutura organizacional do cliente. Tornará-se uma referência na plataforma Okta. Explorará relacionamentos e orquestrará negociações complexas com stakeholders de negócios mais diversos. Acolherá o principal valor da Okta: sempre amar nossos clientes. Abraçará, acessará e utilizará o canal/alianças de forma holística para identificar e abrir novas oportunidades inexploradas. Trabalhará em equipe para o uso e a alocação mais eficientes dos recursos. Fornecerá feedback oportuno e perspicaz para outras funções corporativas. Posicione a Okta tanto no nível funcional quanto no de "valor comercial" junto às partes interessadas. Promova a Okta para clientes em potencial em apresentações de vendas, visitas a instalações e demonstrações de produtos. Construa parcerias de trabalho eficazes com seus colegas da Okta (parceiros de canal, engenharia de vendas, gestão de valor comercial, foco no cliente e muitos outros globalmente) com humildade e entusiasmo.   O que você trará para a função Você terá mais de 7 anos de experiência comprovada em vendas diretas em campo, desenvolvendo novos clientes e vendendo software empresarial em nuvem para empresas (com mais de 2.000 funcionários) na América Latina. Você tem experiência anterior na utilização de parceiros, canais e alianças para aumentar o sucesso nas vendas e superar suas metas. Você já vendeu um software de solução complexa similar e tem experiência em pelo menos uma das seguintes áreas: software empresarial em nuvem ou gerenciamento de infraestrutura, desenvolvimento e gerenciamento de aplicativos, segurança, aplicativos de negócios e/ou análise de dados. Você tem um histórico comprovado de desenvolvimento de novos negócios e superação de metas de vendas. Experiência na venda de soluções complexas de software empresarial e capacidade de adaptação a ambientes de alto crescimento, expansão rápida e mudanças constantes. Experiência em vendas bem-sucedidas durante a fase de criação de mercado. Histórico comprovado de fechamento de negócios de software em nuvem na casa dos seis dígitos com clientes potenciais e atuais no território definido. Experiência em contato com executivos de alto nível (C-suite), forte presença e elegância na comunicação, e excelentes habilidades de escuta. Experiência com vendas para contas-alvo, vendas de soluções e/ou técnicas de vendas consultivas; conhecimento das metodologias MEDDPIC e Challenger é um diferencial. Bacharelado; MBA é um diferencial ou experiência equivalente. É necessário ter fluência em português; espanhol é preferencial. É necessário ter disponibilidade para viajar de 20% a 30% do tempo. Observe que esta vaga não oferece patrocínio de visto.   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.

Smartly

SENIOR ENTERPRISE ACCOUNT EXECUTIVE Smartly is looking for a Senior Enterprise Account Executive to help accelerate our growth in Brazil. Based in São Paulo, you'll play a pivotal role in establishing and expanding Smartly's commercial presence by partnering with enterprise brands, agencies, and advertisers. This is an opportunity to build a market from the ground up, combining strategic business development with consultative selling to bring Smartly's AI-powered advertising platform to some of Brazil's largest and most innovative organizations. WHAT YOU WILL DO * Build and grow Smartly's enterprise business in Brazil by identifying, developing, and closing new business opportunities with leading brands and advertisers. * Develop and execute territory and account strategies to establish Smartly's presence in a growing market with significant expansion potential. * Build and maintain a healthy pipeline through proactive prospecting, networking, marketing-generated opportunities, and collaboration with Sales Development Representatives. * Lead consultative sales cycles, including discovery, solution presentations, product demonstrations, commercial negotiations, and contract execution. * Partner with Sales Engineering, Customer Success, and Implementation teams to deliver a seamless customer experience from initial engagement through onboarding. * Collaborate with the Head of Sales to refine go-to-market strategies, identify priority verticals, strengthen agency partnerships, and share market insights. * Represent Smartly at industry events, conferences, and customer meetings to strengthen relationships and increase brand awareness within the Brazilian advertising ecosystem. * Maintain accurate sales forecasts, pipeline reporting, and account plans while consistently working toward quarterly and annual revenue goals. * Build trusted relationships with executive stakeholders and serve as a strategic advisor on digital advertising, creative automation, and performance marketing. WHAT WE ARE LOOKING FOR * Strong experience in enterprise SaaS, AdTech, MarTech, digital marketing technology, or media sales, with a proven track record of consistently exceeding sales targets. * Experience developing new markets or expanding commercial operations, ideally within Brazil or other emerging markets. * Deep understanding of the Brazilian digital advertising ecosystem, including advertisers, agencies, media groups, and enterprise buying processes. * Established relationships with senior decision-makers across enterprise brands, agencies, media groups, or holding companies in Brazil are highly desirable. * Experience managing complex, multi-stakeholder enterprise sales cycles from prospecting through contract negotiation and close. * Strong consultative selling, negotiation, and executive communication skills, with the ability to engage audiences ranging from practitioners to C-level executives. * Fluency in Portuguese and professional proficiency in English. * Self-motivated, resourceful, and comfortable working in a high-growth environment where new processes and market strategies continue to evolve. * Willingness to travel within Brazil and across the region to support customer meetings, conferences, and industry events. WHAT WE OFFER YOU At Smartly, we offer a place where you can advance your career. Here, you'll find: * An Inclusive Global Culture: Join a team of over 750 Smartlies, representing more than 60 nationalities across 24 locations in 13 countries. We cultivate a culture built on trust, transparency, and open feedback, where diverse perspectives are valued and encouraged. * Global Impact: Contribute to a company making a global impact, directly influencing our customers' success and business growth. * Focus on Wellbeing: We prioritize your health with healthcare packages, mental health services, and a commitment to work-life balance through paid holidays and family leave. * Comprehensive Rewards: Benefit from equity options, performance-based rewards, competitive compensation, and career development opportunities. * Flexible Hybrid Workplace: Experience a hybrid work model, balancing office collaboration with remote work, and the option to work abroad for up to 30 days annually. Apply Now and Build Your Future with Smartly! Curious what it's like to work at Smartly? Visit our Careers page to see how we grow, collaborate, and make impact together. #LI-HYBRID ABOUT SMARTLY Smartly is the AI-powered advertising technology company transforming ad experiences for brands and their consumers. Our comprehensive advertising platform seamlessly integrates the capabilities of media, creative, and intelligence to power more than 800 billion impressions and generate more than 300 billion creatives annually, delivering tangible business outcomes for brands and advertisers. Smartly is the only company in the industry recognized as a Leader in The Forrester Wave: Creative Advertising Technologies with PwC validating the results it delivers for brands. We manage creative and media for 700+ brands worldwide and $6B in ad spend across the largest media platforms, including Facebook, Google, Instagram, Pinterest, Snap, and TikTok. Our end-to-end technology, unmatched access to media platforms and exceptional customer service help Fortune 500 brands to reach and engage consumers and learn what performs best.Smartly is a multinational and diverse team of 750+ Smartlies from 60+ nationalities, working in 13 countries. Together, we want to create and maintain an inclusive environment where everyone feels respected and heard. Our Diversity, Equity & Inclusion approach is at the heart of it. Visit Smartly to learn more. The processing of your information is described in our Candidate Privacy Notice.