Area Sales Director, Enterprise

Okta•San Francisco, CA

23h•Onsite

About The Position

Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence. This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk. 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. Our Okta AE team drives territory growth through both net new logos and cultivating relationships to develop and grow existing Okta Platform customers. With the support of the Okta ecosystem, your team's focus will be on consistent results and an unwavering commitment to our customers. The Enterprise Sales Team Okta’s Enterprise Sales Team manages the sales process for medium-large sized customers. The team organizes and conducts sales presentations, site visits and product demonstrations to prospects and represents Okta in a consistent, effective and professional manner to best develop and win new clients and current customers. The Area Sales Director Opportunity The Area Sales Director, Enterprise Sales is responsible for the development and business results of a team of quota-carrying Account Executives in their region. 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. This role requires travel to our Chicago, IL office for in-person onboarding during the first week of employment. If reasonable accommodation is needed to participate in the job application, interview process, or onboarding please use this Form to request an accommodation.

Requirements

10+ years’ experience building and running Enterprise sales teams in the software industry
3+ years’ experience as a front-line sales leader
This role must sit in the Northeast region
Deep understanding of SaaS / Cloud Go-To-Market and the required roles for effective customer engagement
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.
History of consistently meeting/exceeding targets and objectives personally and as a leader
Excellent leadership and influencing skills; ability to build strong business partnerships both outside, and within the organization
Mastery of consultative/solution selling methodologies like MEDDPICC, Challenger, Solution Selling, and Sandler
Technical aptitude and are experienced selling into CEOs, CFOs, CIOs, CTOs and Lines of Business

Responsibilities

Attract, recruit, hire, and mentor the Enterprise Account Executive sales team.
Create an open, inclusive team oriented environment, building a results-driven culture of accountability and transparency.
Lead by example, set expectations, follow through effectively and provide coaching and mentorship as needed and ensure that managers do the same for their team.
Be accountable for consistently delivering and overachieving against targets – ensuring Okta’s goals, and objectives are achieved consistently and sustainably.
Analyze data and dynamics to maximize existing successes and to create new sales growth opportunities
Accurately forecast monthly, quarterly, and annual targets for assigned regions; establish and manage data and supporting metrics (pipeline coverage, ASP, etc.)
Effectively develop, design, build, and execute all aspects of the Enterprise Business plan to predictably and consistently generate short-term results while holding a long-term perspective of overall results.
Put into place sales force structure, process strategies, and strategic resource plans that will capture key opportunities in target markets, Enterprise 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.