Vice President of Enterprise Sales, East

Okta•New York, NY

10d•Remote

About The Position

The Vice President of Enterprise Sales, East is a senior leadership position reporting to the Senior Vice President of Enterprise Sales. We are seeking an entrepreneurial, growth-minded, and inspiring leader to build and manage a large, high-performing sales organization that drives a significant share of revenue for Okta. This leader will be responsible for defining market tactics and executing an effective go-to-market plan to achieve substantial annual growth and evolve a world-class field operation. Leading from the front, the successful candidate will work alongside their team of sales leaders and account executives to exceed targets, while also acting as a key spokesperson for Okta in the region and the executive sponsor for critical customer and partner relationships.

Requirements

Experience: 10+ years building and running Enterprise sales teams in the software industry, with at least 3+ years as a second-line sales leader. Must have previously led a sales organization of at least $20M+ ARR with over 40% growth.
Industry Knowledge: Relevant experience in IT systems, cloud infrastructure, application management, security, or business applications. Deep understanding of SaaS/Cloud Go-to-Market models and subscription software is required.
Sales Acumen: A proven history of exceeding targets, with a mastery of consultative selling methodologies (e.g., MEDDPICC, Challenger). Experience selling to C-level executives (CEOs, CFOs, CIOs, CTOs) and Lines of Business.
Leadership Skills: Excellent leadership, influencing, and business planning skills. The ability to build strong partnerships, develop talent, and lead high-performing teams in fast-growing environments.
Personal Attributes: A strategic and growth mindset, strong operational skills, high emotional intelligence (EQ), and a polished, professional demeanor with excellent communication and presentation abilities.

Responsibilities

Team Leadership: Attract, recruit, hire, and mentor the Enterprise sales leadership team, fostering an open, inclusive, and results-driven culture of accountability and transparency.
Performance & Execution: Be accountable for consistently delivering and overachieving against sales targets, ensuring Okta’s goals are met sustainably.
Forecasting & Strategy: Accurately forecast monthly, quarterly, and annual targets. Develop, design, and execute a comprehensive business plan to generate short-term results while maintaining a long-term strategic perspective.
Go-to-Market: Define the value proposition and implement sales and marketing strategies to maximize growth. Own the pipeline generation strategy and maintain market intelligence to secure Okta’s leadership position.
Cross-Functional Collaboration: Provide leadership and oversight to ensure the team deploys resources efficiently. Collaborate with sales engineering, channels, customer success, professional services, product, legal, marketing, and engineering to create a seamless customer experience.
Ecosystem Development: Develop and maintain senior-level contacts within the Okta partner ecosystem, including ISVs, resellers, and GSIs.