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Okta is seeking a Vice President of Enterprise Sales for the East region (covering Georgia, Massachusetts, New York, and Washington DC) to lead a large, high-performing sales organization. This is a senior leadership role reporting to the Senior Vice President of Enterprise Sales, responsible for building and managing a team that drives significant revenue for Okta's enterprise segment.
Key responsibilities include:
- Building and leading a sales leadership team through recruitment, mentoring, and fostering a results-driven culture
- Delivering and exceeding annual sales targets while maintaining sustainable growth
- Developing comprehensive business plans and accurately forecasting monthly, quarterly, and annual targets
- Defining value propositions and implementing go-to-market strategies to maximize growth
- Owning pipeline generation strategy and maintaining market intelligence
- Collaborating cross-functionally with sales engineering, channels, customer success, professional services, product, legal, marketing, and engineering
- Developing and maintaining senior-level relationships within the Okta partner ecosystem (ISVs, resellers, GSIs)
- Acting as a key spokesperson for Okta in the region and executive sponsor for critical customer and partner relationships
Required qualifications:
- 10+ years building and running Enterprise sales teams in software
- 3+ years as a second-line sales leader
- Prior experience leading a sales organization of $20M+ ARR with 40%+ growth
- Relevant experience in IT systems, cloud infrastructure, application management, security, or business applications
- Deep understanding of SaaS/Cloud go-to-market models and subscription software
- Proven history of exceeding targets with mastery of consultative selling methodologies (MEDDPICC, Challenger)
- Experience selling to C-level executives and lines of business
- Excellent leadership, influencing, and business planning skills
- Strategic and growth mindset with strong operational skills and high emotional intelligence
- Polished, professional demeanor with excellent communication and presentation abilities
