Area Vice President, Strategic Sales

Okta•Washington, DC

2d•$408,000 - $605,000•Remote

About The Position

This role is for an Area Vice President of Strategic Sales at Okta, focusing on securing identities, from AI to human. Okta is building the trusted infrastructure to enable organizations to safely embrace the new era of AI. The company is looking for individuals with a relentless drive to solve complex challenges, operate with speed and urgency, and execute with excellence. This is presented as an opportunity to do career-defining work. The Okta Sales Team is focused on providing a secure, highly available, enterprise-grade platform. As an Okta AE, the focus is on driving territory growth through net new logos and cultivating relationships with existing customers. 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. The Area Vice President of Strategic Sales will define market tactics, lead a cross-functional team of sales leaders and account executives, and grow a productive sales pipeline across the Eastern territory. This role will transform and integrate Go-To-Market functions, evolve field operations, and achieve significant annual revenue growth. The successful candidate will have a proven track record in building and managing large, high-performing sales organizations and will drive a significant share of Okta's revenue.

Requirements

10+ years’ experience building and running sales teams in a SaaS environment
Deep understanding of and technical aptitude towards SaaS / Cloud Go-To-Market selling motion
3+ years’ experience as a second line sales leader
Previously led a $20M+ (minimum) ARR sales organization with 40%+ growth
Strong technical aptitude with proven success selling into C-suite and building partnership and buy-in with multiple stakeholders
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
Ability to navigate the internal selling ecosystem in order to nurture, close, grow and retain customers
History of consistently meeting/exceeding targets and objectives personally and as a leader
Proven ability to hire and retain a high performing sales team with humility and confidence
Excellent leadership and influencing skills with the ability to build strong business partnerships at all levels
Expertise using a Sales Framework such as MEDDICC, Challenger or Sandler (we use MEDDPICC)

Responsibilities

Attract, recruit, hire, and mentor the Strategic sales leadership team.
Manage a team of Strategic front-line leaders and partner closely with other cross-functional teams (SEs, PS, Channel/Alliances team, Legal, Deal Desk etc.).
Build a results driven culture through leading by example, setting expectations, providing coaching and mentorship and holding teams accountable.
Consistently deliver and overachieve against targets, holding your leadership team accountable for operationally sound delivery and results.
Accurately forecast monthly, quarterly, and annual targets for assigned regions and hold each team member accountable for doing the same.
Establish and manage data and supporting metrics (pipeline coverage, forecasting, ASP, etc.).
Effectively develop, design, build, and execute all aspects of the (Segment) business plan to predictably and consistently generate quarterly results while holding a long-term perspective of overall results.
Put into place sales structure, processes, and strategic resource plans that will capture key opportunities in target markets, 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.
Travel as necessary to build and cultivate customer and prospect relationships.