Area Vice President, Strategic Sales

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)

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