Vice President, Key Accounts

Okta•Washington, DC

3d•Hybrid

About The Position

The Vice President (VP) of Key Accounts is the single-threaded owner responsible for the vision, strategy, and hyper-growth of our most strategic and valuable customer relationships worldwide. This executive leader will build and scale an elite sales organization dedicated to maximizing the Lifetime Value (LTV) and executive alignment within a portfolio of the world's most iconic brands. This is not a traditional sales leadership role; it requires an architect's mindset to design the Go-To-Market strategy, a coach's passion for developing elite leaders, and a diplomat's skill for navigating the highest levels of customer and internal C-suite relationships. You are the ultimate accountable party for the success and long-term trajectory of the entire Key Accounts program.

Requirements

Dynamic Leadership: 5+ years of experience as a 3rd line leader (or highly experienced second-line leader), with a demonstrated track record of leading leaders and scaling a sales organization.
Business Unit Ownership: 15+ years of enterprise software sales experience, including proven success building and scaling a business unit in excess of $100M+ ARR with predictable, high-growth results.
Key Accounts Program Experience: Deep expertise in creating and executing a key account program, with a history of managing multi-hundred million dollar portfolios.
C-Suite Acumen: Unparalleled executive presence and a proven ability to negotiate multi-year, nine-figure contracts and build trusted-advisor relationships with C-level executives of Fortune 100 companies.
Strategic & Operational Rigor: A master of value-selling methodologies (e.g., MEDDPICC) and a data-driven approach to building scalable, repeatable processes for forecasting, planning, and execution.

Responsibilities

Program Architecture: Design, build, and execute a multi-year strategy and operational framework for the entire Key Accounts program, ensuring its alignment with corporate objectives.
Predictable Hyper-Growth: Own and consistently exceed the revenue, growth, and P&L targets for the multi-hundred million dollar Key Accounts business, delivering accurate forecasting for the company's most complex revenue streams.
World-Class Hiring and Team Building: Attract, hire, mentor, and lead a team of high-performing leaders (AVPs), fostering a culture of accountability, strategic thinking, and operational excellence.
Executive Sponsorship & Influence: Serve as the primary executive sponsor for our most critical customer relationships, driving top-to-top alignment and acting as the ultimate escalation point and trusted advisor.
Strategic GTM Innovation: Evolve the "sell to, sell through, and sell with" GTM model, pioneering new approaches to deep account penetration and leveraging the GSI ecosystem to create outsized value.