Okta · 16 hours ago
Principal Solutions Engineer, Key Accounts
New York, New York
Full-time
Onsite
Lead/Staff
$228K/yr - $342K/yr
8+ years expOkta is The World’s Identity Company, dedicated to providing secure access and authentication solutions. The Principal Solutions Engineer for Key Accounts will serve as a technical sales strategist, collaborating with Key Account Directors to drive strategic sales initiatives and improve deal success across enterprise accounts.
CRMEnterprise SoftwareIdentity ManagementIT InfrastructureManagement Information SystemsSoftwareWeb Development
Responsibilities
Lead pursuit strategy for select large, multi-stakeholder deals
Drive AI, partner strategy and strategic sales pursuits across large enterprise accounts
Build and operationalize repeatable sales motions, partner strategies, and AI-enabled sales plays
Scale and institutionalize best practices that improve win rates and deal velocity
Serve as a trusted advisor to Okta’s Key Account Directors and sales leadership, helping to support and execute go-to-market strategies for high-impact pursuits
Assist in developing frameworks and methodologies to increase consistency and predictability across strategic deal cycles
Partner with the Office of the FCTO to align AI and platform sales narratives with market trends
Support the planning and execution of AI-driven and enterprise-scale sales initiatives across key industries and territories
Collaborate with cross-functional teams to drive pursuit discipline, storytelling excellence, and deal orchestration
Guide account teams on value-based selling strategies, connecting identity outcomes to measurable business impact
Engage with industry and partner ecosystems to promote Okta’s leadership in AI-enabled identity sales
Represent Okta in field events, customer summits, and strategic planning forums
Foster collaboration across GTM teams to enhance pipeline growth and field readiness
Engage in initiatives that enhance Okta’s competitive differentiation and accelerate long-term growth
Surface field insights and customer trends to inform global GTM strategy and product roadmap alignment
Qualification
Required
8+ years of experience in identity, cybersecurity, SaaS, or AI-related domains
Proven track record of driving strategic sales programs and large, complex deal pursuits
Strong understanding of AI/ML applications in enterprise go-to-market and security contexts
Experience in developing C-level messaging and participating in executive-level engagements
Strong communication and presentation skills, with experience contributing to technical events
Preferred
Prior experience in a Field CTO, Strategic Advisor, or Sales Strategy role in a high-growth SaaS organization
Demonstrated success in executing AI-enabled or platform-based sales motions
Strong understanding of Okta's platform, ecosystem, and identity security landscape
Experience working with Fortune 100 enterprises or large regulated industries
Knowledge of frameworks such as MEDDPICC, Challenger, or other enterprise sales methodologies
Ability to thrive in a matrixed environment, balancing strategic vision with operational execution
Passion for innovation, collaboration, and customer success
Benefits
Health, dental and vision insurance
401(k)
Flexible spending account
Paid leave (including PTO and parental leave)
Company
Okta
Okta is a management platform that secures critical resources from cloud to ground for workforce and customers.
5001-10000 employees
H1B Sponsorship
Okta has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (117)
2024 (133)
2023 (108)
2022 (201)
2021 (142)
2020 (120)
Funding
Current Stage
Public CompanyTotal Funding
$1.23BKey Investors
Sequoia CapitalAndreessen Horowitz
2020-06-08Post Ipo Equity· $1B
2017-04-06IPO
2017-03-30Secondary Market
Leadership Team
Todd McKinnon
CEO & Co-Founder
Frederic Kerrest
Vice-Chairman & Co-Founder
Recent News
2026-01-18
BiometricUpdate.com
2026-01-16
Company data provided by crunchbase