Area Vice President, Strategic Sales

About the Position

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 sales leadership team. Manage a team of Strategic front-line leaders and partner closely with other cross-functional teams (SEs, PS, Channel/Alliances team, Legal, Deal Desk etc.).
• Build a results driven culture through leading by example, setting expectations, providing coaching and mentorship and holding teams accountable
• Consistently deliver and overachieve against targets, holding your leadership team accountable for operationally sound delivery and results
• Accurately forecast monthly, quarterly, and annual targets for assigned regions and hold each team member accountable for doing the same
• Establish and manage data and supporting metrics (pipeline coverage, forecasting, ASP, etc.)
• Effectively develop, design, build, and execute all aspects of the* (Segment)* business plan to predictably and consistently generate quarterly results while holding a long-term perspective of overall results
• Put into place sales structure, processes, and strategic resource plans that will capture key opportunities in target markets, 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
• Travel as necessary to build and cultivate customer and prospect relationships

Requirements

• 10+ years’ experience building and running sales teams in a SaaS environment
• Deep understanding of and technical aptitude towards SaaS / Cloud Go-To-Market selling motion
• 3+ years’ experience as a second line sales leader
• Previously led a $20M+ (minimum) ARR sales organization with 40%+ growth
• Strong technical aptitude with proven success selling into C-suite and building partnership and buy-in with multiple stakeholders
• 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
• Ability to navigate the internal selling ecosystem in order to nurture, close, grow and retain customers
• History of consistently meeting/exceeding targets and objectives personally and as a leader
• Proven ability to hire and retain a high performing sales team with humility and confidence
• Excellent leadership and influencing skills with the ability to build strong business partnerships at all levels
• Expertise using a Sales Framework such as MEDDICC, Challenger or Sandler (we use MEDDPICC)

We Offer

• Competitive annual On Target Compensation (OTE) range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington is between: $408,000-$605,000 USD
• 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.

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.