Area Sales Director, Strategic Sales

Get to know Okta

Okta is The World’s Identity Company. We free everyone to safely use any technology—anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart of business security and growth. 

At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box - we’re looking for lifelong learners and people who can make us better with their unique experiences. 

Join our team! We’re building a world where Identity belongs to you.

Strategic Account 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 for Okta.  The Area Sales Director, Strategic Sales is responsible for the development and business results of a team of quota-carrying Strategic Account Executives in their region. 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 right Sales Leader for this position should have the ability to increase the productivity of account executives through skill development, adherence to activity standards, providing inspiration, rapid conflict resolution and building a highly empowered, constructive sales culture. We’re looking for a strong leader to take it to the next level. 

As our Area Sales Director, Strategic you will…

• Report directly to the Area VP of the region being an active part of the Leadership team; inputting to the strategy and growth of the region. 
• Own the strategy and business plan for the Strategic segment to show how you will executive against revenue and headcount goals. 
• Provide leadership and coaching to a team of highly experienced Account Executives; creating a shared vision and strong team culture. 
• Drive for big wins over $1M + also being mindful of land and expand opportunities as we grow out this segment. 
• Ensure the team is utilizing all resources internally as well as their own skills to drive pipeline and hunt in their new logo accounts. 
• Adopt a collaborative approach with the x-functional teams ensuring the team has the support needed from Alliances, Sales Development, Pre-Sales, Customer First, Legal, Business Value, Marketing and more.
• Collaborate with our Alliances and GSI teams to solidify and grow our relationships with key partners.
• Act as an Executive Sponsor on critical deal opportunities. 
• Support the AE's with using MEDDPICC to navigate complexity; spot gaps and maximise opportunities. 
• Lead by example by running forecasting accuracy and ensuring deal accountability.
• Provide ongoing performance reviews supporting the AE's with career development. 
• Live by a data driven approach; using data to monitor and track team performance. 

You could be a great fit for this role if you have:

• Led a majors / strategic segment previously with Account Executives selling into the largest accounts. 
• Strong understanding of how to executive on multi-million dollar deals in large organizations. 
• Experience building partner business plans and relationships to ensure strategic alignment and growth for all. 
• Coached others on the use of MEDDICC or similar sales framework.
• Experience managing a growth focused team with demonstrable success bringing on new logos. 
• The ability to build a culture of trust and collaboration with a strong coaching mindset
• Have experienced leading through significant growth and / or change within a 'build' phase technology company. 
• Exceptional leadership skills and ability to develop sales talent through their careers. 
• Demonstrated ability to accurately and boldly forecast sales results.

Okta’s Top 5 Core Leadership Competencies are part of the deeply ingrained principles that guide all of our company’s actions. They also align strongly to our cultural cornerstones, our Okta values: love our customers, empower our people, never stop innovating, act with integrity, and maintain transparency. It’s our expectation that our managers and leaders embody these core competencies:

• Builds Effective Teams: Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.          
• Demonstrates Self-Awareness (EQ): Using a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses.