Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organisations to safely embrace this new era.

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 Global Presales team

The Global Presales organisation at Okta brings together a diverse group of experts, including Solutions Engineers, the Office of the Field CTO, Alliances, Architects, and more, who combine deep technical expertise with strategic business insight.

This team serves as trusted advisors to a wide range of customers and partners, helping them unlock the full potential of Okta’s Identity Platform. By asking insightful questions, understanding complex challenges, and delivering tailored solutions, we empower organisations to address their unique identity needs.

Empathy, collaboration, and a relentless focus on customer success drive our work and set us apart.

Identity Senior Solution Specialist - Identity Governance

As a Senior Solution Specialist, you will be part of the presales team that delivers sales presentations and product demonstrations to educate customers on the best ways to implement Okta Identity Governance(OIG) solutions.

You will report to the Manager in the OFCTO organisation.

What you’ll be doing

Strategic Customer Engagement:

• Support strategic customer conversations aligning with technical and engineering leaders and stakeholders.

• Deliver on emerging trends, industry best practices, and identity-driven digital transformation.

• Assist in preparing executive-level messaging and participate in strategic discussions to align Okta’s solutions with customer business outcomes.

• Develop customer-centric points of view that translate Okta’s solutions to customer problems.

• Lead technical discovery sessions with security and infrastructure leaders to uncover challenges related to endpoint security, passwordless adoption, and identity threat vectors.

• Deliver compelling, customized demonstrations and architectural sessions focused on Okta Identity Governance

• Design and execute outcome-focused Proof of Concepts (POCs) that prove Okta’s governance solutions integrate across SaaS, on-premises and disconnected applications

Asset Delivery:

• Create and maintain reusable and purpose-built demonstration systems to be leveraged by all of presales

• Create and maintain diagrams and documentation to support patterns and strategies

• Build templates for proofs of concept and other unique customer engagement demands

• Create and maintain A.I. based delivery and enablement functionality

Technical Leadership:

• Provide strategic and technical guidance to Solutions Engineering teams across the Okta and identity platforms.

• Collaborate with the Global Office of Field CTO office team to deliver actionable insights from the field, validate customer needs, and identify recurring trends for the Okta Product & Engineering teams.

• Deliver impactful keynote presentations, webinars, and technical sessions at industry and customer events.

Field Enablement and Collaboration:

• Contribute to frameworks, tools, and content to support Solutions Engineering teams in executing effectively.

• Partner with sales leadership to identify and address critical business opportunities and challenges.

• Drive cross-functional collaboration to ensure seamless execution of global initiatives.

• Innovate in tools and techniques to drive excellence and momentum

• Partner with Enablement and Field CTO teams to drive regional events and align product messaging for regional GTM and SE teams.

Market Influence:

• Represent Okta as a thought leader in the identity and security space.

• Influence industry standards and participate in relevant technical advisory boards.

Innovation and Strategy:

• Partner closely with OFCTO teams as an advocate for customer-driven innovation, market trends, and GTM insights to provide input to influence product teams.

• Support, derive, and champion strategic initiatives that enhance Okta’s differentiation and business impact.

Position Requirements:

Identity & Directory Services Mastery

• Deep Infrastructure Knowledge: Expert-level understanding of Active Directory (AD) and Azure AD (Entra ID) or similar, including Group Policy Objects (GPOs), Kerberos, and OIDC/SAML protocols.

• Multi-IdP Ecosystems: Proficiency in managing and securing diverse Identity Providers (IdPs) like Okta, Ping Identity, and Google Workspace.

• Hybrid Identity: Experience managing the complexities of identity synchronization between on-premises environments and the cloud.

Identity Governance & Security Mastery

• Governance, Risk and Compliance Expertise: Deep, hands-on experience with deploying/selling governance solutions not limited to Sailpoint, Saviynt, Oracle Governance, Lumos etc

• Low-code/no-code automation tools: Hands-on experience of using low-code/no-code tools like Zapier or Workato.

• Architecture viability: Ability to translate complex requirements around Joiner-Mover-Leaver flows that account for software rationalization and automation tasks

• Strong communication and presentation skills, with experience contributing to technical events.

• Travel expectation: up to 40% for customer meetings, industry events, and internal off-sites.

• This is a remote position.

And extra credit if you have experience in any of the following!

• Hands-on experience with Okta's Identity Governance

• Experience with other IGA vendors like Sailpoint/Saviynt/Oracle Governance

• Certified Identity Professional (CIDPRO), CISSP, CCSP, or CISM.

• Scripting or automation skills (e.g., Python, PowerShell) for security integrations.

• Vibe coding skills with Claude/Vercel.

#P25003_3414281 #LI-Hybrid

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 is committed to complying with applicable data privacy and security laws and regulations.

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At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies.

You will be responsible for driving new business with fast-growing, cloud-native, VC-backed technology companies across the UK & Ireland, working closely with founders and senior technical leaders. This is an outbound, direct sales role requiring strong discipline, resilience, and commercial focus.

Responsibilities:

• Execute sales plans to achieve monthly, quarterly, and annual quota targets
• Build and manage a portfolio of high-potential Digital Native - Emerging accounts focused on application security and performance
• Generate and maintain pipeline through proactive outbounding and account engagement
• Partner with BDRs and Marketing to drive demand and awareness

Research target accounts to understand business models, growth plans, and technical priorities Lead discovery to uncover business goals, challenges, and pain points Use a consultative approach to align Cloudflare solutions to customer outcomes Collaborate with Solution Engineers and Product teams to design tailored solutions Deliver clear, compelling presentations and proposals Maintain accurate pipeline, forecasting, and MEDDPIC discipline in Salesforce Manage end-to-end sales cycles with jointly owned customer timelines

Desirable Skills:

• 4+ years B2B new business sales experience with at least 2 years closing
• Outbound prospecting experience (BDR or full-cycle AE)
• Track record selling to high-growth or VC-backed technology companies
• Experience selling technical, cloud, SaaS, security, or infrastructure solutions
• Working knowledge of cloud infrastructure and modern application architectures
• Experience managing both short and complex sales cycles
• Knowledge of application security (WAF, API security, DDoS) highly desirable
• Strong communication and presentation skills
• High ownership, resilience, and adaptability
• A disciplined, driven sales professional with high integrity and energy

What Makes Cloudflare Special?

We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost. Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states. 1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

Sound like something you’d like to be a part of? We’d love to hear from you!

This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.

Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer. Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job.

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As a Territory Account Executive, you will be responsible for executing sales plans to achieve monthly, quarterly, and annual quota targets. You will build and manage a portfolio of high-potential Digital Native - Emerging accounts focused on application security and performance. You will generate and maintain pipeline through proactive outbounding and account engagement, partnering with BDRs and Marketing to drive demand and awareness.

Research target accounts to understand business models, growth plans, and technical priorities. Lead discovery to uncover business goals, challenges, and pain points. Use a consultative approach to align Cloudflare solutions to customer outcomes. Collaborate with Solution Engineers and Product teams to design tailored solutions. Deliver clear, compelling presentations and proposals. Maintain accurate pipeline, forecasting, and MEDDPIC discipline in Salesforce. Manage end-to-end sales cycles with jointly owned customer timelines.

Desirable skills include 3+ years B2B new business sales experience with at least 2 years closing, outbound prospecting experience (BDR or full-cycle AE), track record selling to high-growth or VC-backed technology companies, experience selling technical, cloud, SaaS, security, or infrastructure solutions, working knowledge of cloud infrastructure and modern application architectures, experience managing both short and complex sales cycles, knowledge of application security (WAF, API security, DDoS) highly desirable, strong communication and presentation skills, high ownership, resilience, and adaptability, and a disciplined, driven sales professional with high integrity and energy.

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Responsibilities: Lead Honda's Energy Reduction Efforts Serve as the North America regional leader in area of energy reduction; lead stakeholder engagement across regions to benchmark performance and influence adoption of best practices. Lead and conduct performance audits and plan/facilitate energy audits at NA plants to validate program effectiveness, identify system-level gaps, and define improvement plans. Forecast environmental impacts of upcoming technologies. Influence long-term planning strategies to ensure ENV targets are proactively supported. Communicate and collaborate with both internal and external stakeholders for awareness, benchmarking, and promotion of Honda's Environmental Performance & Sustainability Programs (energy/water/waste/CO2 reductions). Participate in external work groups on energy management and decarbonization and lead implementation of internal energy efficiency processes to help Honda achieve energy reduction and decarbonization targets. Work to identify energy management training opportunities and share information with other Honda locations to improve overall associate competence. Provide expert technical content and guidance to enhance associate competence and long-term knowledge development. Maintain and revise Honda Green Building and Green Equipment standards and associated checklists as necessary to stay current on building codes, ASHRAE, and Triple Action to Zero targets and work closely with plant environmental teams to define, implement, and verify achievement of environmental performance requirements. Support all plants and project leaders as necessary with mechanical calculations necessary for Env impact forms and verify all CO2, water, and waste reduction calculations for all Triple Zero Investment Fund projects.

Data Tracking and Analysis Track, understand, analyze, and report NA environmental performance data (energy/water/waste/CO2) locally, regionally on monthly, quarterly and annual basis. Identify trends, opportunities to improve, and explain gaps. Manage ENV performance data systems and implement improvements and assist plants in identifying root cause of abnormal increases and decreases in energy usage at all NA manufacturing plants. Author and implement regional environmental performance standards and procedures, driving consistent energy reduction initiatives. across all NA manufacturing operations; revise NA metrics tracking procedure for CO2 and energy management as necessary. Maintain continuous understanding of energy usage trends for all manufacturing plants in North America. Analyze local, regional, and global environmental performance metrics to identify systemic trends, risks, and opportunities. Provide interpretation, issue resolution, and guidance to ensure data-driven decisions.

Research and Benchmarking Continuously monitor and assess emerging technologies, industry trends, and policy shifts in environmental sustainability. Evaluate applicability to Honda operations and provide authoritative recommendations for pilot or full-scale implementation. Lead the research, technical validation (e.g., benchmarking/pilots), and deployment of innovative environmental solutions. Champion integration of new technologies or processes into Honda operations. Co-lead the development and periodic update of Honda's NA environmental strategy roadmap, ensuring alignment with corporate sustainability goals and identifying evolving technical requirements.

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The Payments Product Sales team is a solutions-focused sales team that brings deep product and industry expertise to drive adoption and growth of Plaid's emerging products across both new and existing customers. This team plays a critical role in scaling products, translating customer needs into commercial opportunities, and accelerating Plaid's next phase of growth through consultative, value-driven selling.

As Account Executive Leader - Payments, you will be responsible for the performance and growth of Plaid's Payment solutions, serving as a player-coach who both leads and directly closes strategic deals. You will bring deep expertise across ACH, credit cards, payment risk, and money movement to drive new business and expansion, partnering closely with Product and cross-functional Go-To-Market teams to shape sales strategy, develop specialist AEs, and translate complex customer fraud challenges into meaningful, revenue-generating outcomes.

Responsibilities

• Owns and drives company-wide revenue performance for Plaid’s Payments solutions, with clear accountability for ARR growth, pipeline generation, and deal execution.
• Maintains a rigorous revenue forecast for Payments solutions, ensuring visibility, accuracy, and predictable performance.
• Builds, hires, and leads a high-performing team aligned to revenue goals, ensuring coverage, productivity, and scalable sales execution.
• Acts as an executive seller and market expert, leading high-impact sales conversations, strategic customer engagements, and industry events to accelerate pipeline creation and close complex, enterprise deals.
• Develops top-tier sales talent by setting a high performance bar, coaching through real deals, and preparing team members for expanded scope and senior leadership roles.
• Coaches sellers with a challenger mindset, enabling teams to lead with insight, reframe customer payments strategies, and uncover net-new and expansion revenue opportunities.
• Maintains a real-time view of product-market fit across segments, verticals, and geographies, identifying growth levers and partnering cross-functionally to unlock new revenue opportunities.
• Serves as a strategic advisor to segment sales and product leadership, shaping and executing go-to-market strategies that maximize revenue impact for Payments solutions.
• Identifies structural, systems, and process gaps that limit revenue scale, partnering with GTM and Product leadership to prioritize and drive improvements.
• Plays a key role in quarterly and annual planning by setting ambitious revenue targets for Payments solutions and defining the strategy, resources, and execution plan required to exceed them.

Qualifications

• 7+ years of relevant market experience in Payments focused solutions
• 3+ years of managing a revenue-driving team.
• Deep experience and market knowledge within the Payments space inclusive of ACH, credit cards and payment risk and money movement.
• Effective territory/account management: planning, opportunity qualification and creation, stakeholder and executive communication, needs analysis, value engineering, services/partner engagement, opportunity management, pipeline management, large dollar licensing and deal negotiation.
• Strong communication and presentation skills, and an ability to build relationships with prospects and customers, up to the C-suite.
• Strong collaboration skills and ability to work across a variety of internal stakeholders.
• Excitement to work in a high-growth environment and to help build processes and scale product growth across the revenue team.

Additional Information

Our mission at Plaid is to unlock financial freedom for everyone. To support that mission, we seek to build a diverse team of driven individuals who care deeply about making the financial ecosystem more equitable. We recognize that strong qualifications can come from both prior work experiences and lived experiences. We encourage you to apply to a role even if your experience doesn't fully match the job description. We are always looking for team members that will bring something unique to Plaid!

Plaid is proud to be an equal opportunity employer and values diversity at our company. We do not discriminate based on race, color, national origin, ethnicity, religion or religious belief, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, military or veteran status, disability, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state, and local laws. Plaid is committed to providing reasonable accommodations for candidates with disabilities in our recruiting process. If you need any assistance with your application or interviews due to a disability, please let us know at accommodations@plaid.com.

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