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Okta is seeking an Area Vice President of Strategic Sales to lead a high-performing sales organization across the Eastern region (Connecticut, Massachusetts, New York, Pennsylvania, and Washington DC). This is a second-line leadership role responsible for building, managing, and scaling a team of Strategic Account Executives focused on Okta's largest enterprise customers.
You will define market tactics and GTM strategies to achieve annual business goals while establishing a results-driven culture. Key responsibilities include recruiting and mentoring a team of sales leaders, managing cross-functional partnerships with Solutions Engineers, Professional Services, Channel/Alliances, Legal, and Deal Desk teams. You'll own pipeline generation strategy, forecast accuracy at monthly/quarterly/annual levels, and establish data-driven metrics (pipeline coverage, ASP, etc.) to drive predictable revenue growth.
The role requires developing and executing the segment business plan, designing sales structures and processes to capture key opportunities in target markets and verticals, and maintaining market intelligence to sustain Okta's competitive position. You'll be accountable for consistent delivery and overachievement against targets while holding your leadership team accountable for operational excellence and results.
Travel is required to build and cultivate customer and prospect relationships. This position offers the opportunity to drive a significant share of revenue for Okta while transforming and integrating GTM functions across an already world-class field operation.
Required qualifications: 10+ years building and running sales teams in SaaS environments, 3+ years as a second-line sales leader, and prior experience leading a $20M+ ARR sales organization with 40%+ growth. You should have deep understanding of SaaS/Cloud GTM selling motions, strong technical aptitude, proven success selling to C-suite executives, and relevant software industry experience (IT systems, cloud infrastructure, security, application development, or analytics). Demonstrated ability to consistently meet/exceed targets personally and as a leader, with proven track record hiring and retaining high-performing teams.
