Area Sales Director Large Enterprise

The Okta Sales Team

Okta’s vision is to free anyone to safely use any technology by providing a secure, highly available, enterprise-grade platform that secures billions of log-ins every year for Employees and SaaS applications. As an Okta AE, you will drive territory growth through both net new logos and cultivating relationships to develop and grow existing Okta customers. With the support of your Okta ecosystem, your focus will be on consistent results and an unwavering commitment to our customers.

The Large Enterprise Area Sales Director Opportunity

The successful Area Sales Director will manage a team of Account Executives focused on providing value to C-Suite decision makers on their ability to drive the most secure environment possible for their workforce. 

What you’ll be doing 

• Attract, recruit, hire, and mentor the Okta Account Executive sales team 
• 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 the AE 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:

• Seasoned experience building and running sales teams in a SaaS environment
• Deep understanding of and technical aptitude towards SaaS / Cloud Go-To-Market selling motion
• 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 MEDDPICC, Challenger or Sandler (we use MEDDPICC)

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