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Role Description

As the Area Sales Director, Strategic Sales, you will be responsible for the development and business results of a team of quota-carrying Account Executives in your region. The right Sales Leader for this position should have the ability to increase the productivity of account executives through skill development, adherence to activity standards, providing inspiration, rapid conflict resolution, and building a highly empowered, constructive sales culture.

This role requires travel to our San Francisco, CA or Chicago, IL office for in-person onboarding during the first week of employment.

What you’ll be doing

• 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 and ensure that managers do the same for their team.
• 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 work 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.

Qualifications

• 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.

Core Leadership Competencies

• Builds Effective Teams: Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.
• Demonstrates Self-Awareness (EQ): Using a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses.
• Develops Talent: Developing people to meet both their career goals and the organization’s goals.
• Drives Results: Consistently achieving results, even under tough circumstances.
• Strategic Mindset: Seeing ahead to future possibilities and translating them into breakthrough strategies.

Compensation and Benefits

The annual On Target Compensation (OTE) range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between:

• $376,000 — $517,000 USD

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: Total Rewards Program .

Equal Opportunity Employer

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.