Area Sales Director, Corporate Sales- New Accounts

Okta•San Francisco, CA

12h•$365,500 - $547,000•Hybrid

About The Position

Okta’s Corporate Sales Team manages the sales process for small to medium-sized customers, conducting presentations, site visits, and product demonstrations to develop and win new clients and current customers. The Area Sales Director of Corporate leads a regional team of quota-carrying Account Executives and is accountable for the team’s development and business results. The role focuses on increasing productivity through skill development, activity standards, inspiration, conflict resolution, and a highly empowered, constructive sales culture. The director manages day-to-day sales operations, pipeline health, forecasting, territory planning, and opportunity development while building a collaborative, high-impact team. They provide coaching and feedback, model team selling and cross-functional collaboration, and support executive-level customer discussions. The role also involves improving processes, communicating clear guidance, and maintaining operational cadences and accountability. The position requires approximately 25% travel, location within the territory, and in-person onboarding and travel to Okta’s San Francisco headquarters during the first week of employment.

Requirements

7 or more years of experience selling in the SaaS B2B space.
A proven track record leading a team focused on prospecting and identifying growth opportunities to secure new logos.
At least 2 years of experience managing 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 attend 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 the day-to-day operations of a Corporate sales team and ensure quarterly revenue targets and monthly goals are achieved.
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 frequently and accurately to leaders.
Actively engage in territory planning and opportunity development.
Build and maintain a high-impact team with diverse capabilities, a shared purpose, trust, and collaboration.
Provide impactful coaching and feedback to support each Account Executive’s professional development and performance.
Model team selling and cross-functional collaboration, leveraging Okta and its partners to help customers achieve maximum value.
Facilitate and influence decision-maker and executive-level customer conversations using relevant economic, financial, product, integration, ISV architecture, and industry expertise.
Identify innovative ways to improve processes and drive revenue growth, including calculated risks and experiments with new strategies or tactics.
Clearly communicate ideas, directives, and guidance to team members and the wider organization.
Establish sound operating cadences and expectations and hold themselves, their team, and partners accountable.