Key Accounts Director

Okta • New York, NY

1d • Hybrid

About The Position

Okta is The World’s Identity Company. We free everyone to safely use any technology, anywhere, on any device or app. Our flexible and neutral products, Okta Platform and Auth0 Platform, provide secure access, authentication, and automation, placing identity at the core of business security and growth.

At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box - we’re looking for lifelong learners and people who can make us better with their unique experiences.

Join our team! We’re building a world where Identity belongs to you.
Key Account Director
Role: The Strategist
The Key Account Executive (KAE) is responsible for managing and significantly expanding revenue within our most strategic, high-value accounts across the Americas. This role goes beyond transactional selling, positioning the KAE as a business strategist for the company's most important relationships.
The successful candidate will manage a select portfolio of named, multi-million dollar accounts and be the primary executive contact for key stakeholders. This role requires proven executive presence and engagement, with an ability to drive demand, navigate highly complex sales cycles, and drive dedicated cross-functional account teams globally to ensure maximum Lifetime Value (LTV) and deliver high customer outcomes.

Responsibilities

• Account Growth: Consistently exceed revenue targets by identifying, qualifying, and closing complex, multi-million dollar expansion opportunities (up-sells and cross-sells) within the assigned portfolio.
• Strategic Planning: Develop and execute comprehensive, multi-year strategic account plans that map executive relationships, solution alignment, and maximizing the long term value for each assigned top account.
• Sales Process: Accurately forecast revenue and maintain a robust pipeline of opportunities, providing clear visibility into potential revenue and risk to executive leadership.
• Negotiation: Expertly manage highly complex contract negotiations and renewals, involving internal Legal, Finance, and Procurement teams.
• Portfolio Leadership: Lead through leveraging our entire product portfolio of offerings (Okta, Auth0 and AI), acting as both visionary and influencer without authority.
• Customer C-Suite: Serve as the primary executive contact and trusted advisor, confidently holding strategic discussions and influencing decisions with the highest-ranking executives (CEO, CFO, CIO).
• Ecosystem: Lead and coordinate a dedicated, cross-functional account team (Sales Engineers, Customer Success, etc.) without having direct reporting authority, ensuring a cohesive customer experience.
• Technology: Drive the voice of the customer internally, collaborating with Product Management to influence the roadmap based on the unique needs and scale requirements of our top accounts
• External Ecosystem: Leverage Okta’s GSI Partnerships, managing these relationships from a more holistic point of view, including “sell to, sell through, sell with”

Benefits

• Amazing Benefits
• Making Social Impact
• Developing Talent and Fostering Connection + Community at Okta
• Okta cultivates a dynamic work environment, providing the best tools, technology and benefits to empower our employees to work productively in a setting that best and uniquely suits their needs. Each organization is unique in the degree of flexibility and mobility in which they work so that all employees are enabled to be their most creative and successful versions of themselves, regardless of where they live.
• health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave)

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed
• Number of Employees: 5,001-10,000 employees