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.

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.

Strategic Sales Team

We have a team of highly experienced sellers who are targeting Okta’s largest customers. This segment represents one of the biggest opportunities for growth at Okta. Each Strategic Account Executive is responsible for maintaining high activity standards; daily prospecting, pipeline growth, prospect qualification, and delivering assigned monthly sales revenue targets.

The Strategic Area Vice President Opportunity

The Area Vice President of Strategic Sales will define market tactics to meet annual business goals. They will establish and lead a cross-functional team of experienced sales leaders and account executives in growing a productive and sustainable sales pipeline across the complex Eastern territory. This person will help transform and integrate all GTM functions, evolving an already world-class field operation, while achieving significant revenue growth annually. In addition to requisite passion, skills, and experience, the successful candidate will have a measurable track record in building and managing large, high-performing sales organizations. This individual will play a key role in driving a significant share of revenue for Okta.

What you’ll be doing

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

What you’ll bring to the role:

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 leaderPreviously 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)

#LI- Remote

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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:

$408,000—$605,000 USD

The Okta Experience

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. For more information, please see our Personnel and Job Candidate Privacy Notice at https://www.okta.com/legal/personnel-policy/.

Area Vice President, Strategic Sales

Job Description