Area Sales Director, Okta
Strategic Sales
$338-508k
OTE
Management platform securing resources from cloud to ground
Open for applications
Management platform securing resources from cloud to ground
1001+ employees
Open for applications
$338-508k
OTE
1001+ employees
Company mission
To improve the connections between people and tools to make companies more productive and secure.
Role
Who you are
- Led a majors / strategic segment previously with Account Executives selling into the largest accounts
- Strong understanding of how to executive on multi-million dollar deals in large organizations
- Experience building partner business plans and relationships to ensure strategic alignment and growth for all
- Coached others on the use of MEDDICC or similar sales framework
- Experience managing a growth focused team with demonstrable success bringing on new logos
- The ability to build a culture of trust and collaboration with a strong coaching mindset
- Have experienced leading through significant growth and / or change within a 'build' phase technology company
- Exceptional leadership skills and ability to develop sales talent through their careers
- Demonstrated ability to accurately and boldly forecast sales results
What the job involves
- We have a team of highly experienced sellers who are targeting Okta’s largest customers
- This segment represents one of the biggest opportunities for growth for Okta
- The Area Sales Director, Strategic Sales is responsible for the development and business results of a team of quota-carrying Strategic Account Executives in their region
- Each Strategic Account Executive is responsible for maintaining high activity standards; daily prospecting, pipeline growth, prospect qualification, and delivering assigned monthly sales revenue targets
- The right Sales Leader for this position should have the ability to increase the productivity of account executives through skill development, adherence to activity standards, providing inspiration, rapid conflict resolution and building a highly empowered, constructive sales culture
- We’re looking for a strong leader to take it to the next level
- Report directly to the Area VP of the region being an active part of the Leadership team; inputting to the strategy and growth of the region
- Own the strategy and business plan for the Strategic segment to show how you will executive against revenue and headcount goals
- Provide leadership and coaching to a team of highly experienced Account Executives; creating a shared vision and strong team culture
- Drive for big wins over $1M + also being mindful of land and expand opportunities as we grow out this segment
- Ensure the team is utilizing all resources internally as well as their own skills to drive pipeline and hunt in their new logo accounts
- Adopt a collaborative approach with the x-functional teams ensuring the team has the support needed from Alliances, Sales Development, Pre-Sales, Customer First, Legal, Business Value, Marketing and more
- Collaborate with our Alliances and GSI teams to solidify and grow our relationships with key partners
- Act as an Executive Sponsor on critical deal opportunities
- Support the AE's with using MEDDPICC to navigate complexity; spot gaps and maximise opportunities
- Lead by example by running forecasting accuracy and ensuring deal accountability
- Provide ongoing performance reviews supporting the AE's with career development
- Live by a data driven approach; using data to monitor and track team performance
Our take
Okta started off as an identity company where organisations, large and small, could tap into the company to have a single sign-on interface to access all cloud applications now centralised. Okta has since expanded to provide identity management at the device as well as the server level.
The new approach towards network security is increasingly based on identification and authentication, and Okta is on track to become the go-to vendor in the space. They aim to do so by developing products that enable people to access applications and other tools more smoothly and securely than ever before.
Okta has taken strides towards expansion through significant employee growth and shuffling executive leadership. The company has also made lateral moves such as tackling governance concerns, opening up new paths for revenue.
Freddie
Company Specialist
Insights
Some candidates hear
back within 2 weeks
19% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Sep 2015
$75m
SERIES F
Jun 2014
$75m
SERIES E
Total funding: $229.3m
Company benefits
- Work from home opportunities
- Health + Wellness
- Financial Benefits
- Pay + Incentives
- Time Off
- Everyday Living
- Resources
Company values
- Love our customers
- Never stop innovating
- Act with integrity
- Be transparent
- Empower our people
Company HQ
The East Cut, San Francisco, CA
Articles
Founders
Todd McKinnon
(CEO)VP of Development at Salesforce.com and has nearly a decade of experience in various engineering and leadership roles at PeopleSoft.
Frederic Kerrest
(Vice Chairman)Worked in Sales and Business Development at Salesforce.com, and previously co-founded high-tech consulting firm Meridian Global Solutions.
People progressing
Joined as Senior Manager, Recruiting EMEA and promoted to Director, Recruiting EMEA after 3 years. Promoted again to Senior Director, Recruiting EMEA after another 3 years.
Salary benchmarks
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Diversity & Inclusion at Okta
- Workforce: We believe in recruiting diverse talent to create balanced teams
- Workplace: We support and empower employees to be authentic and grow through open conversations and education
- Marketplace: We go to market and sell to diverse audiences
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