Area Vice President, Strategic Sales

Overview

Secure Every Identity, from AI to Human. Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence.

This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.

Okta has a vision to free anyone to safely use any technology by providing a secure, highly available, enterprise-grade platform that secures billions of Workforce log-ins every year. As an Okta AE, you will drive territory growth through both net new logos and cultivating relationships to develop and grow existing Okta Platform customers. With the support of your Okta ecosystem, your focus will be on consistent results and an unwavering commitment to our customers.

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 h Strategic Account Executive is responsible for maintaining high activity standards; daily prospecting, pipeline growth, prospect qualification, and delivering assigned monthly sales revenue targets.

The Area Vice President of Strategic Sales will define market tactics to meet annual business goals. They will establish and lead a cross‑functional team of experienced sales leaders and account executives in growing a productive and sustainable sales pipeline across the complex Eastern territory. This person will help transform and integrate all GTM functions, evolving an already world‑class field operation, while achieving significant revenue growth annually.

In addition to requisite passion, skills, and experience, the successful candidate will have a measurable track record in building and managing large, high‑performing sales organizations. This individual will play a key role in driving a significant share of revenue for Okta.

• Attract, recruit, hire, and mentor the Strategic sales leadership team.
• Manage a team of Strategic front‑line leaders and partner closely with other cross‑functional teams such as SEs, PS, Channel/Alliances, Legal, Deal Desk, etc.
• Build a results‑driven culture through leading by example, setting expectations, providing coaching and mentorship, and holding teams accountable.
• Consistently deliver and over‑achieve against targets, holding your leadership team accountable for operationally sound delivery and results.
• Accurately forecast monthly, quarterly, and annual targets for assigned regions and hold each team member accountable for doing the same.
• Establish and manage data and supporting metrics (pipeline coverage, forecasting, ASP, etc.).
• Effectively develop, design, build, and execute all aspects of the Segment business plan to predictably and consistently generate quarterly results while maintaining a long‑term perspective of overall results.
• Put into place sales structure, processes, and strategic resource plans that capture key opportunities in target markets, accounts & prospects, partners or industry verticals throughout the Region.
• Own the pipeline generation strategy and work with internal stakeholders to execute against the strategy.
• Maintain market intelligence and develop strategies to maintain Okta's leadership position.
• Exhibit a growth mindset with the ability to outline the long‑term vision and strategy.
• Travel as necessary to build and cultivate customer and prospect relationships.

• 10+ years of experience building and running sales teams in a SaaS environment.
• Deep understanding of and technical aptitude toward SaaS/Cloud Go‑to‑Market selling motion.
• 3+ years of experience as a second‑line sales leader; previously led a $20M+ ARR sales organization with 40%+ growth.
• Strong technical aptitude with proven success selling into C‑suite and building partnership and buy‑in with multiple stakeholders.
• Relevant software industry…