Area Sales Director, Corporate Sales- New Accounts

Okta•Washington, DC

12h•$365,500 - $547,000•Remote

About The Position

The Area Sales Director of Corporate is responsible for the development and business results of a regional team of quota-carrying Account Executives serving small to medium-sized customers. The role leads the team’s day-to-day sales operations, helps achieve quarterly revenue targets and monthly goals, and develops Account Executive productivity through skill development, coaching, activity standards, and a constructive, empowered sales culture. The director manages pipeline health and forecasting, participates in territory planning and opportunity development, and builds a collaborative team that works across Okta and its partners to deliver customer value. The role also supports executive-level customer conversations, improves sales processes and revenue growth, and communicates priorities and guidance clearly across the team and organization. The position is remote, but the employee must be located in the territory. It requires approximately 25% travel and in-person onboarding at Okta’s San Francisco headquarters during the first week of employment. The listed annual on-target compensation range is $365,500–$547,000 for candidates located in California (excluding the San Francisco Bay Area), Colorado, Illinois, New York, and Washington. Compensation includes base salary and incentive compensation; equity may also be offered where applicable.

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 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 Okta’s 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 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 accurately and frequently to leaders.
Participate 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.
Model 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, using relevant business, financial, product, integration, architecture, and industry expertise.
Identify innovative ways to improve processes and drive revenue growth, including experimenting with new strategies or tactics.
Communicate ideas, directives, and guidance clearly to team members and the broader organization.
Establish sound operating cadences and expectations, and hold the team and partners accountable.