Transitioning through the world of sales has taught me that while the numbers matter, the culture and the "why" behind what you sell matter more. After four and a half years at Okta—moving from a Field AE in Commercial to my current role in the Enterprise org—I’ve realized that being a successful Account Executive (AE) isn't just about closing deals; it’s about becoming a trusted partner in a high-stakes industry.
Finding the Right Competitive Edge
I’ve always had a competitive spirit, fueled by growing up in a sports-heavy household and playing through college. While many athletes find their way into sales, I realized early on that competition needs to be balanced with a healthy environment.
My time prior to Okta at a smaller, private equity-owned firm provided a high-intensity environment focused on rapid ARR growth and acquisition milestones. While I found success in that fast-paced setting, the experience clarified my own professional values and inspired me to seek an organization where high performance and a supportive, people-first culture go hand-in-hand. This journey of intentional career growth led me to Okta, where I discovered a community that proves you can achieve ambitious business goals while truly championing your team.
The Three Pillars of the Enterprise AE Role
When people ask what I do day-to-day, it’s easy to get lost in the list of meetings with clients, partners, and ISVs. But if you are looking to join our team as an AE, there are three things you should know about how we actually drive success:
- Relationship Building & Earning Trust: In identity security, people don't just buy a product; they buy from people they trust.
- Understanding Business Needs: You have to dig deep into what is actually pertinent to a client’s specific business.
- Strategic Orchestration: Aligning partners, technical teams, and stakeholders to solve complex problems/business needs
Navigating the AI Frontier
The industry is absolutely buzzing with AI right now, and things are changing rapidly. We are constantly in conversations around how we are securing it and, importantly, learning together with our customers.
While many organizations are still in the initial phases of implementing AI, they are deeply focused on how to maximize its potential while keeping it secure. Part of my job is educating the market that you cannot secure AI agents correctly without getting identity right first. Whether it’s looping in technical experts or exploring our latest beta programs, we are helping clients understand that our AI offerings are a natural extension of Okta’s core identity security.
The "Unnoticed" Work That Wins
A big part of this role that often gets overlooked is enablement. It’s one thing to identify a pain point, but it’s another thing entirely to help a customer holistically operationalize a solution.
Much of my time is spent:
- Educating clients on the broader security industry.
- Aligning appropriate resources from Okta to ensure a client’s success
- Setting up reference calls to show how other customers use Okta.
- Ensuring our solution aligns perfectly with their specific business initiatives.
Why Identity?
I love being in the security space because it is undeniably necessary. Given the sophistication of modern attacks, organizations have to get a handle on identity security.
If you’re considering a career in this field, my best advice is to stay persistent. It’s a fast-paced world, but when you truly understand why a customer needs a solution, the "sell" becomes a partnership.
