Key Accounts Director

Okta•San Francisco, CA

1d•$356,000 - $534,000•Hybrid

About The Position

The Key Account Director (also referred to in the description as Key Account Executive) manages and significantly expands revenue within Okta’s most strategic, high-value accounts across the Americas. The role is focused on building long-term business relationships and acting as a strategic advisor rather than pursuing transactional sales. The successful candidate manages a select portfolio of named, multi-million-dollar accounts and serves as the primary executive contact for key stakeholders. The position requires executive presence, the ability to generate demand and navigate complex sales cycles, and leadership of global cross-functional account teams without direct reporting authority. The role drives account growth, multi-year strategic planning, forecasting, complex contract negotiations and renewals, and adoption of Okta, Auth0, and AI offerings. It also coordinates customer relationships across executive stakeholders, internal teams, product management, and global systems integrator partners. The stated annual on-target compensation range for candidates located in the San Francisco Bay Area is $356,000–$534,000 USD, inclusive of base salary and incentive compensation. Okta also offers equity where applicable and benefits including health, dental and vision insurance, a 401(k), flexible spending account, and paid leave, including PTO and parental leave. The role includes an immersive, in-person onboarding experience. The posting uses the hybrid designation, but does not specify the role’s precise workplace arrangement.

Responsibilities

Exceed revenue targets by identifying, qualifying, and closing complex, multi-million-dollar upsell and cross-sell opportunities in the assigned portfolio.
Develop and execute comprehensive, multi-year strategic account plans covering executive relationships, solution alignment, and long-term account value.
Accurately forecast revenue and maintain a robust opportunity pipeline, providing executive leadership visibility into potential revenue and risk.
Manage complex contract negotiations and renewals in coordination with Legal, Finance, and Procurement teams.
Lead through Okta’s product portfolio, including Okta, Auth0, and AI offerings, acting as a visionary and influencer without authority.
Serve as the primary executive contact and trusted advisor to customer C-suite stakeholders, including CEOs, CFOs, and CIOs.
Lead and coordinate dedicated cross-functional account teams, including Sales Engineers and Customer Success, without direct reporting authority.
Represent the voice of the customer internally and collaborate with Product Management to influence the product roadmap based on strategic accounts’ needs and scale requirements.
Manage Okta global systems integrator partnerships holistically, including sell-to, sell-through, and sell-with activities.