Vice President, Key Accounts at Okta

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Vice President, Key Accounts

Role:

The Vice President (VP) of Key Accounts is the single-threaded owner responsible for the vision, strategy, and hyper-growth of our most strategic and valuable customer relationships worldwide. This executive leader will build and scale an elite sales organization dedicated to maximizing the Lifetime Value (LTV) and executive alignment within a portfolio of the world's most iconic brands. This is not a traditional sales leadership role; it requires an architect's mindset to design the Go-To-Market strategy, a coach's passion for developing elite leaders, and a diplomat's skill for navigating the highest levels of customer and internal C-suite relationships. You are the ultimate accountable party for the success and long-term trajectory of the entire Key Accounts program.

Results: What You Will Achieve

Program Architecture: Design, build, and execute a multi-year strategy and operational framework for the entire Key Accounts program, ensuring its alignment with corporate objectives.

Predictable Hyper-Growth: Own and consistently exceed the revenue, growth, and P&L targets for the multi-hundred million dollar Key Accounts business, delivering accurate forecasting for the company's most complex revenue streams.

World-Class Hiring and Team Building: Attract, hire, mentor, and lead a team of high-performing leaders (AVPs), fostering a culture of accountability, strategic thinking, and operational excellence.

Executive Sponsorship & Influence: Serve as the primary executive sponsor for our most critical customer relationships, driving top-to-top alignment and acting as the ultimate escalation point and trusted advisor.

Strategic GTM Innovation: Evolve the "sell to, sell through, and sell with" GTM model, pioneering new approaches to deep account penetration and leveraging the GSI ecosystem to create outsized value.

Relationships: Who You Will Impact

Sales Leadership Team: Serve as a key member of the senior sales leadership team, acting as the definitive voice of the Key Accounts program and influencing overall GTM strategy.

C-Suite & Board Level: Cultivate and maintain peer-level relationships with the most senior executives (CEO, CIO, Board Members) at our largest customers and strategic partners across the US.

Key Accounts Team: Lead, inspire, and align the entire ecosystem of AVPs, Key Account Directors, and dedicated cross-functional teams toward a unified vision and strategy.

Internal Collaboration: Partner with all cross functional peers across Product, Marketing, Finance, HR and Legal to champion the needs of our most strategic accounts and influence the corporate roadmap.

What You Bring to the Role

Dynamic Leadership: 5+ years of experience as a 3rd line leader (or highly experienced second-line leader), with a demonstrated track record of leading leaders and scaling a sales organization.

Business Unit Ownership: 15+ years of enterprise software sales experience, including proven success building and scaling a business unit in excess of $100M+ ARR with predictable, high-growth results.

Key Accounts Program Experience: Deep expertise in creating and executing a key account program, with a history of managing multi-hundred million dollar portfolios.

C-Suite Acumen: Unparalleled executive presence and a proven ability to negotiate multi-year, nine-figure contracts and build trusted-advisor relationships with C-level executives of Fortune 100 companies.

Strategic & Operational Rigor: A master of value-selling methodologies (e.g., MEDDPICC) and a data-driven approach to building scalable, repeatable processes for forecasting, planning, and execution.

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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:

$520,000—$780,000 USD

What you can look forward to as a Full-Time Okta employee!

Amazing Benefits

Making Social Impact

Developing Talent and Fostering Connection + Community at Okta

Okta cultivates a dynamic work environment, providing the best tools, technology and benefits to empower our employees to work productively in a setting that best and uniquely suits their needs. Each organization is unique in the degree of flexibility and mobility in which they work so that all employees are enabled to be their most creative and successful versions of themselves, regardless of where they live. Find your place at Okta today! https://www.okta.com/company/careers/.

Some roles may require travel to one of our office locations for in-person onboarding.

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.

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/.

Vice President, Key Accounts

Job Description