Area Sales Director, Strategic

Okta•San Francisco, CA

2d•Remote

About The Position

This role is for an Area Sales Director, Strategic Sales, responsible for the development and business results of a team of quota-carrying Account Executives in their region. The ideal candidate will be able 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. This position requires travel to San Francisco, CA or Chicago, IL for in-person onboarding during the first week of employment. Okta is focused on securing AI by building trusted, neutral infrastructure and enabling organizations to safely embrace this new era. The Okta Sales Team aims to free anyone to safely use any technology by providing a secure, highly available, enterprise-grade platform. The Strategic Sales Team targets Okta’s largest customers, representing a significant growth opportunity. Each Strategic Account Executive is responsible for high activity standards, including daily prospecting, pipeline growth, prospect qualification, and meeting monthly sales revenue targets.

Requirements

15+ years’ experience building and running Strategic sales teams in the software industry
7+ years’ experience as a front line sales leader
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 Strategic Account Executive sales team.
Lead a team of Okta's Strategic Account Executives, managing our largest customers.
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.