Area Sales Director, Strategic

About the Position

Area Sales Director, Strategic

San Francisco, California

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.

Responsibilities

• Attract, recruit, hire, and mentor the Strategic Account Executive sales team.
• Lead a team of Okta's Strategic Account Executives, managing our largest customers.
• Create an open, inclusive team-oriented environment, building a results-driven culture of accountability and transparency.
• Lead by example, set expectations, follow through effectively, and provide coaching and mentorship as needed.
• Be accountable for consistently delivering and overachieving against targets – ensuring Okta’s goals and objectives are achieved consistently and sustainably.
• Analyze data and dynamics to maximize existing successes and to create new sales growth opportunities.
• Accurately forecast monthly, quarterly, and annual targets for assigned regions; establish and manage data and supporting metrics (pipeline coverage, ASP, etc.).
• Effectively develop, design, build, and execute all aspects of the Enterprise Business plan to predictably and consistently generate short-term results while holding a long-term perspective of overall results.
• Put into place sales force structure, process strategies, and strategic resource plans that will capture key opportunities in target markets, Enterprise accounts/prospects, partners, or industry verticals throughout the Region.
• Own the pipeline generation strategy and with internal stakeholders to execute against the strategy.
• Maintain market intelligence and develop strategies to maintain Okta’s leadership position.
• Exhibit a growth mindset with the ability to outline the long-term vision and strategy.

Requirements

• 15+ years’ experience building and running Strategic sales teams in the software industry.
• 7+ years’ experience as a front-line sales leader.
• Deep understanding of SaaS / Cloud Go-To-Market and the required roles for effective customer engagement.
• Relevant software industry experience in any of the following: IT systems, cloud enterprise or infrastructure management, application development and management, security, business applications, and/or analytics.
• History of consistently meeting/exceeding targets and objectives personally and as a leader.
• Excellent leadership and influencing skills; ability to build strong business partnerships both outside and within the organization.
• Mastery of consultative/solution selling methodologies like MEDDPICC, Challenger, Solution Selling, and Sandler.
• Technical aptitude and experience selling into CEOs, CFOs, CIOs, CTOs, and Lines of Business.

We Offer

• Competitive salary range between $376,000-$517,000 USD.
• Equity (where applicable).
• 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.

About the Company

Okta is the leading independent provider of identity for the enterprise. The Okta Identity Cloud enables organizations to securely connect the right people to the right technologies at the right time. With over 7,000 pre-built integrations to applications and infrastructure providers, Okta customers can easily and securely use the best technologies for their business. More than 19,300 organizations, including JetBlue, Nordstrom, Slack, T-Mobile, Takeda, Teach for America, and Twilio, trust Okta to help protect the identities of their workforces and customers.

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.