Area Sales Director, Corporate Sales- New Accounts (Okta)

Okta•Chicago, IL

5d•Hybrid

About The Position

Okta’s Corporate Sales Team manages the sales process for small to medium-sized customers, including sales presentations, site visits, and product demonstrations. The Area Sales Director of Corporate is responsible for the development and business results of a regional team of quota-carrying Account Executives. The role focuses on increasing AE productivity through skill development, activity standards, coaching, inspiration, conflict resolution, and a constructive, empowered sales culture. The director manages day-to-day team operations, revenue goals, pipeline health, forecasting, territory planning, and opportunity development. They build a collaborative, high-impact team; coach each AE’s professional development and performance; and promote team selling and cross-functional collaboration to maximize customer value. The role also involves executive-level customer engagement, improving sales processes and revenue growth, communicating clearly across the organization, and maintaining accountable operating cadences. The role requires being located in the territory, approximately 25% travel, and in-person onboarding and travel to Okta’s San Francisco headquarters during the first week of employment. The listed annual on-target compensation (OTE) range is $365,500–$547,000 USD for candidates in the specified locations. Okta also offers equity where applicable and benefits, including health, dental and vision insurance, a 401(k), a flexible spending account, and paid leave, including PTO and parental leave.

Requirements

7+ years of experience selling in the SaaS B2B space.
Proven track record leading a team focused on prospecting and identifying growth opportunities to secure new logos.
2+ years of experience managing a team of quota-carrying SaaS sales professionals.
Ability to build trust and strong relationships with internal partners and the ecosystem.
Strong customer-facing and presentation skills, including executive-level communication and interpersonal skills.
Ability to travel approximately 25%.
Must be located in the territory.
Must complete in-person onboarding and travel to the San Francisco, California headquarters during the first week of employment.

Nice To Haves

BS/BA degree strongly preferred.

Responsibilities

Manage day-to-day operations of a Corporate sales team and achieve quarterly revenue targets and monthly goals.
Manage and optimize the team pipeline, ensuring it is healthy, accurate, and up to date.
Use consistent forecast-management processes aligned with global standards and communicate forecasts accurately and frequently to leaders.
Participate actively in territory planning and opportunity development.
Build and maintain a high-impact team with diverse capabilities, shared purpose, trust, and collaboration.
Coach and provide feedback to drive each Account Executive’s professional development and performance.
Promote team selling and cross-functional collaboration, leveraging Okta and its partners to maximize customer value.
Facilitate and influence decision-maker and executive-level customer conversations as needed, applying relevant business and technical expertise to support decisions and deliver value.
Identify and test ways to improve processes and drive revenue growth, including calculated risks and new strategies or tactics.
Communicate ideas, directives, and guidance clearly to team members and the broader organization.
Maintain sound operating cadences and expectations, holding the director, team, and partners accountable.