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Okta is seeking an Area Sales Director for Strategic Sales to lead a team of quota-carrying Strategic Account Executives focused on the company's largest customers. This is a people-management role responsible for team development, business results, and regional revenue targets.
Key Responsibilities:
- Recruit, hire, mentor, and develop a team of Strategic Account Executives
- Lead and manage Okta's largest customer accounts across the region
- Build a results-driven, inclusive team culture emphasizing accountability and transparency
- Lead by example, set expectations, provide coaching and mentorship
- Deliver and exceed assigned regional targets consistently
- Analyze data and market dynamics to identify and maximize sales growth opportunities
- Forecast monthly, quarterly, and annual targets; manage key metrics (pipeline coverage, ASP, etc.)
- Develop and execute enterprise business plans for predictable, sustainable revenue generation
- Design sales force structure, process strategies, and resource plans to capture key opportunities
- Own pipeline generation strategy and execution with internal stakeholders
- Maintain market intelligence and develop strategies to sustain Okta's leadership position
- Demonstrate growth mindset with ability to articulate long-term vision and strategy
Required Qualifications:
- 15+ years building and running strategic sales teams in software
- 7+ years as a front-line sales leader
- Deep understanding of SaaS/Cloud go-to-market models and customer engagement
- Experience selling IT systems, cloud infrastructure, security, application development, or analytics solutions
- Proven track record of consistently meeting/exceeding targets personally and as a leader
- Strong leadership and influencing skills; ability to build internal and external partnerships
- Mastery of consultative selling methodologies (MEDDPICC, Challenger, Solution Selling, Sandler)
- Technical aptitude; experience selling to C-suite executives (CEO, CFO, CIO, CTO) and lines of business
Role requires in-person onboarding in San Francisco or Chicago during first week. Hybrid arrangement with primary office in Los Angeles or San Francisco.
