Secure Every Identity, from AI to HumanIdentity 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 Okta Sales Team

Okta has a vision to free anyone to safely use any technology by providing a secure, highly available, enterprise-grade platform that secures billions of Workforce log-ins every year. As an Okta AE, you will drive territory growth through both net new logos and cultivating relationships to develop and grow existing Okta Platform customers. With the support of your Okta ecosystem, your focus will be on consistent results and an unwavering commitment to our customers.

The Corporate Sales Account Executive Opportunity

Okta’s Corporate Sales Team manages the sales process for small to medium-sized customers. The team organizes and conducts sales presentations, site visits and product demonstrations to prospects and represents Okta in a consistent, effective and professional manner to best develop and win new clients and current customers.

As an Okta AE, you will be focused on providing value to C-Suite decision makers on their ability to drive the most secure environment possible for their workforce. You will consistently drive territory growth through driving both net new logos and cultivating and growing existing Okta customers. You will continually drive territory growth through both net new logos as well as through cultivating relationships to develop and grow existing Okta customers.

What You’ll Be Doing:

• Establish a vision and 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 consistently meet and exceed revenue quota targets
• Holistically embrace, access, and utilize Okta partners to identify and open new, uncharted opportunities
• Build and nurture effective working partnerships within your Okta ecosystem (xDRs, Partners, Presales, Customer First, etc)
• Adopt a strong value based sales approach, always looking to bring a compelling point of view to each customer
• Travel as necessary to build and cultivate customer and prospect relationships

What you’ll bring to the role:

• 5 + years success in growing revenue for sophisticated, complex enterprise SaaS products
• Ability to evangelize, educate and create demand with C-level decision makers
• Ability to navigate complex sales cycles with multiple stakeholders from both the customer base and within the internal ecosystem
• Proven success selling into C-suite and building partnership and buy-in with multiple stakeholders
• Significant experience selling in partnership with GSI’s & the wider partner ecosystem
• 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 MEDDICC, Challenger or Sandler (we use MEDDPICC)

P9388

#LI-Hybrid



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:
$188,000-$282,000 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.

Every day, tens of millions of people come to Roblox to explore, create, play, learn, and connect with friends in 3D immersive digital experiences– all created by our global community of developers and creators.

At Roblox, we’re building the tools and platform that empower our community to bring any experience that they can imagine to life. Our vision is to reimagine the way people come together, from anywhere in the world, and on any device. We’re on a mission to connect a billion people with optimism and civility, and looking for amazing talent to help us get there.

A career at Roblox means you’ll be working to shape the future of human interaction, solving unique technical challenges at scale, and helping to create safer, more civil shared experiences for everyone.

Every day, tens of millions of people come to Roblox to explore, create, play, learn, and connect with friends in 3D immersive digital experiences– all created by our global community of developers and creators.

At Roblox, we’re building the tools and platform that empower our community to bring any experience that they can imagine to life. Our vision is to reimagine the way people come together, from anywhere in the world, and on any device. We’re on a mission to connect a billion people with optimism and civility, and looking for amazing talent to help us get there.

A career at Roblox means you’ll be working to shape the future of human interaction, solving unique technical challenges at scale, and helping to create safer, more civil shared experiences for everyone.

Why Safety?
At Roblox, we strive to connect a billion people with optimism and civility, and the Safety organization’s mission is to become the leader in civil immersive online communities. We systematically and proactively work to detect, remove, and prevent problematic content and behavior. We seek to influence and shape the product roadmap and prioritization, build safety products, and measure our impact on the community of users and developers. In doing so, we help keep Roblox safe, civil, and inclusive, fostering positive relationships between people around the world.

Why Text Safety?
As a Senior Engineer you will play a key role in advancing large-scale AI systems that strengthen text safety and integrity. You’ll leverage cutting-edge ML models to build intelligent tools to curate high-quality training and evaluation data to train machine learning models. These systems will continuously refine and enhance model performance, enabling proactive detection and mitigation of safety risks across the platform in real time.

In this role, you’ll work closely with cross-functional teams of engineers, product managers, policy experts, and safety specialists to turn complex safety challenges into scalable, impactful solutions. You’ll establish best practices and technical standards that define the next generation of safety AI, ensuring the platform remains secure, inclusive, and resilient. Your contributions will directly empower robust, AI-driven moderation and detection systems that foster a safe and positive experience for all users.

You Will:

• Design, build, and own critical components of the AI based text safety components, with a focus on usability, reliability, scalability, and performance.
• Implement robust AI service to ensure text quality on all Roblox properties (Avatar, Game Description etc.).
• Advance our AI systems infrastructure by developing strong frameworks and APIs to support the text filtering needs for hundreds of clients in Roblox.
• Partner with cross-functional teams of engineers, product managers, policy experts, and safety specialists to to deliver scalable data and AI solutions to power next-generation safety systems.
• Develop text safety quality metrics and eval tooling to support the continued quality iteration over time.
• Stay current with emerging technologies and push forward innovation in AI space to enhance user and platform safety.

You Have:

• 5+ years of experience designing, building, and deploying large-scale machine learning systems in production environments.
• A graduate degree or equivalent experience in Computer Science, Engineering, or a related technical field.
• Strong communication skills and a collaborative, solution-oriented approach to problem solving.

You Are:

• Data & System Oriented: You understand that robust data and systems are the foundation of any production applications, and you design infrastructure for scale, correctness, and reliability.
• Collaborative: You thrive in cross-functional teams, partnering effectively with Product and Engineering to solve complex challenges.
• Curious & Creative: You enjoy tackling hard problems, exploring new technologies, and driving continuous improvements in both systems and workflows.
• Impact Driven: You focus on outcomes - prioritizing product impact, reliability, and measurable success over code volume or complexity.

For roles that are based at our headquarters in San Mateo, CA: The starting base pay for this position is as shown below. The actual base pay is dependent upon a variety of job-related factors such as professional background, training, work experience, location, business needs and market demand. Therefore, in some circumstances, the actual salary could fall outside of this expected range. This pay range is subject to change and may be modified in the future. All full-time employees are also eligible for equity compensation and for benefits as described on this page.

Annual Salary Range
$260,300-$312,970 USD
Roles that are based in an office are onsite Tuesday, Wednesday, and Thursday, with optional presence on Monday and Friday (unless otherwise noted).

Roblox provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. Roblox also provides reasonable accommodations to candidates with qualifying disabilities or religious beliefs during the recruiting process.

For US based roles only, please note the Company may not be able to employ candidates for this role who have United States work authorization related to certain U.S. visa categories, or support future H-1B sponsorship at this time.

Toast creates technology to help restaurants and local businesses succeed in a digital world, helping business owners operate, increase sales, engage customers, and keep employees happy.

About the role

The Payroll Operations Manager, Tax Payments will lead two complementary tax operations functions. The first is the Tax Operations payments team, responsible for the daily collection and payment of customer payroll taxes. Secondly, this individual will oversee the Tax Health Check program, which deploys specialists to proactively assist customers in provisioning their tax deliverables — including Third Party Administrator linking and Tax ID registration — to resolve tax filing or payment blockers for customers.

The ideal candidate is a people-first leader who excels at building high-performing teams, establishing rigorous quality control, and driving continuous process improvement across multiple operational workstreams. This role is critical to ensuring Toast customers experience accurate, timely tax payments while measurably increasing the number of customers saved from compliance issues through proactive intervention.

A day in the life (Responsibilities)

• Manage, coach, mentor, and develop team members across the Tax Payments team and Tax Health Check program, fostering accountability and a culture of continuous improvement.
• Build and maintain quality control frameworks for the Tax Payments team, ensuring accurate and timely collection and payment of customer payroll taxes across all processing cycles.
• Drive standardization and disciplined execution of Tax Payments team processes, identifying and closing gaps in workflows to reduce error rates and improve throughput.
• Lead process improvement initiatives for the Tax Health Check program with the goal of increasing the volume of customers successfully provisioned and protected from negative tax filing or payment experiences.
• Oversee Tax Health Check specialists as they guide customers through TPA linking, Tax ID registration, and tax deliverable setup, ensuring a consistent and high-quality customer experience.
• Monitor workflow efficiency and audit operational performance across both functions; identify trends, surface risks, and implement corrective actions as needed.
• Build, maintain, and regularly present key performance indicators and OKR progress to stakeholders, including senior leadership.

What you'll need to thrive (Requirements)

• 7+ years of professional experience, including 4+ years of payroll tax experience
• 2+ years of people management or team leadership experience
• Demonstrated ability to build, document, and execute standardized operational processes
• Experience designing or operating quality control programs within a tax, payroll, or financial operations environment
• Track record of driving measurable process improvement outcomes
• Strong communication, interpersonal, and analytical skills with the ability to operate across all levels of the organization
• Solution-oriented with proven ability to manage multiple priorities in a high-paced, fluid environment
• Proficient in Microsoft Excel

What will help you stand out (Nonessential Skills/Nice to Haves)

• Experience with payroll tax customer onboarding, provisioning, or TPA linking workflows
• FPC or CPP Certification
• Payroll Service Provider experience
• Experience with MasterTax

AI at Toast

At Toast, one of our company values is that we're hungry to build and learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines, from Engineering and Product to Sales and Support, and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; it’s a core part of our culture.

Our Total Rewards Philosophy

We strive to provide competitive compensation and benefits programs that help to attract, retain, and motivate the best and brightest people in our industry. Our total rewards package goes beyond great earnings potential and provides the means to a healthy lifestyle with the flexibility to meet Toasters’ changing needs. Learn more about our benefits at https://careers.toasttab.com/toast-benefits.

The base salary range for this role is listed below. The starting salary will be determined based on skills, experience, and geographic location. In addition to base salary, our total rewards components include cash compensation (overtime, bonus/commissions if eligible), equity, and benefits. You can learn more about how we align pay with local labor markets in our Geographic Pay Zone Philosophy.

Zone A
$116,000-$186,000 USD
Zone B
$101,000-$162,000 USD
Zone C
$91,000-$146,000 USD
How Toast Uses AI in its Hiring Process

Throughout the hiring process, our goal is to get to know you. We use AI tools to support our recruiters and interviewers with tasks like note-taking, summarization, and documentation of interviews to ensure they can be fully focused on your conversation. All hiring decisions are made by people. To learn more: https://careers.toasttab.com/ai-in-hiring

Our Approach to Hybrid WorkingWe embrace a hybrid work model that fosters in-person collaboration while valuing individual needs. Our goal is to build a strong culture of connection as we work together to empower the hospitality community, regardless of location. Please visit the Locations page on our career site to learn more about our in-office expectations by region: https://careers.toasttab.com/locations-toast

Diversity, Equity, and Inclusion is Baked into our Recipe for Success

At Toast, our employees are our secret ingredient—when they thrive, we thrive. The restaurant industry is one of the most diverse, and we embrace that diversity with authenticity, inclusivity, respect, and humility. By embedding these principles into our culture and design, we create equitable opportunities for all and raise the bar in delivering exceptional experiences.

We Thrive Together

We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs. Our goal is to build a strong culture of connection as we work together to empower the restaurant community. To learn more about how we work globally and regionally, check out: https://careers.toasttab.com/locations-toast.

Apply today!

Toast is committed to creating an accessible and inclusive hiring process. As part of this commitment, we strive to provide reasonable accommodations for persons with disabilities to enable them to access the hiring process. If you need an accommodation to access the job application or interview process, please contact [candidateaccommodations@toasttab.com](mailto:candidateaccommodations@toasttab.com).

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For roles in the United States, it is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.