Regional Sales Manager, Enterprise

Okta•Los Angeles, CA

1d•$268,000 - $368,500•Remote

About The Position

Okta is seeking a highly motivated, self-driven, experienced Account Executive to serve as an individual contributor on its Enterprise Sales Team. The role focuses on selling enterprise identity-security products, growing territory revenue through new customer acquisition and existing customer development, and protecting organizations against identity threats. The team manages sales for medium-sized customers and conducts sales presentations, site visits, and product demonstrations to win new clients and grow current customer relationships. The Regional Sales Manager develops and executes strategies for generating pipeline and predictable bookings, builds relationships with decision-makers, and negotiates and closes agreements to meet or exceed quota. Success requires a value-based sales approach and close collaboration with Okta’s partner and internal ecosystems. Travel is required as necessary to cultivate customer and prospect relationships. In-person onboarding and travel to Okta’s San Francisco headquarters or Chicago office are required during the first week of employment.

Requirements

At least 8 years of success growing revenue for sophisticated, complex enterprise SaaS products.
Ability to evangelize, educate, and create demand with C-level decision-makers.
Ability to navigate complex sales cycles involving multiple customer and internal stakeholders.
Proven success selling to C-suite leaders and building partnership and buy-in with multiple stakeholders.
Significant experience selling in partnership with global systems integrators (GSIs) and the wider partner ecosystem.
Excellent communication and presentation skills with audiences of varying levels and technical aptitudes.
Confidence and self-direction, with the humility to work successfully in teams.
Expertise using a sales framework such as MEDDICC, Challenger, or Sandler.

Responsibilities

Establish a vision and plan for long-term net-new-logo pipeline generation.
Consistently deliver revenue targets to support year-over-year territory growth.
Identify, develop, and execute account strategies to generate pipeline, drive sales opportunities, and deliver repeatable, predictable bookings.
Identify and gain access to appropriate leaders in prospect accounts, building and cultivating a network of decision-makers.
Scope, negotiate, and close agreements to meet and exceed revenue quota targets.
Use Okta partners to identify and open new opportunities.
Build and nurture effective working partnerships across the Okta ecosystem, including xDRs, partners, Presales, and Customer First.
Use a value-based sales approach and bring a compelling point of view to each customer.
Travel as necessary to build and cultivate customer and prospect relationships.
Attend in-person onboarding during the first week at Okta’s San Francisco headquarters or Chicago office.