Key Accounts Director
About The Position
The Key Account Executive (KAE) manages and significantly expands revenue within Okta’s most strategic, high-value accounts across the Americas. The role serves as a business strategist for a select portfolio of named, multi-million-dollar accounts and as the primary executive contact for key stakeholders. It requires executive presence, demand generation, navigating complex sales cycles, and leading global, cross-functional account teams to maximize lifetime value and deliver strong customer outcomes. The KAE develops and executes multi-year account strategies, identifies and closes expansion opportunities, forecasts revenue, maintains a robust pipeline, and manages complex contract negotiations and renewals. The role leverages Okta, Auth0, and AI offerings, coordinates account teams without direct reporting authority, represents customer needs to Product Management, and manages global system integrator relationships.
Responsibilities
- Exceed revenue targets by identifying, qualifying, and closing complex, multi-million-dollar upsell and cross-sell opportunities within assigned accounts.
- Develop and execute comprehensive, multi-year strategic account plans that map executive relationships, align solutions, and maximize long-term account value.
- Accurately forecast revenue and maintain a robust opportunity pipeline, providing executive leadership with visibility into potential revenue and risk.
- Manage complex contract negotiations and renewals in coordination with Legal, Finance, and Procurement.
- Lead portfolio growth by leveraging Okta, Auth0, and AI offerings, influencing outcomes without direct authority.
- Serve as the primary executive contact and trusted advisor to customer C-suite stakeholders, including CEOs, CFOs, and CIOs.
- Lead and coordinate a dedicated cross-functional account team, including Sales Engineers and Customer Success, to deliver a cohesive customer experience.
- Represent the voice of the customer internally and collaborate with Product Management to influence the product roadmap based on key-account needs and scale requirements.
- Manage Okta’s global system integrator partnerships holistically, including sell-to, sell-through, and sell-with relationships.
Benefits
- Health insurance
- Dental insurance
- Vision insurance
- 401(k)
- Flexible spending account
- Paid leave, including PTO and parental leave
- Equity, where applicable
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
