Area Sales Director, Enterprise

Get to know Okta

Okta is The World's Identity Company. We free everyone to safely use any technology, anywhere, on any device or app. Our flexible and neutral products, Okta Platform and Auth0 Platform, provide secure access, authentication, and automation, placing identity at the core of business security and growth. At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box - we're looking for lifelong learners and people who can make us better with their unique experiences.

Join our team! We're building a world where Identity belongs to you.

The Okta Sales Team

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. Our Okta AE team drives territory growth through both net new logos and cultivating relationships to develop and grow existing Okta Platform customers. With the support of the Okta ecosystem, your team's focus will be on consistent results and an unwavering commitment to our customers.

The Enterprise Sales Team

Okta's Enterprise Sales Team manages the sales process for medium‑large sized customers. The team organizes and conducts sales presentations, site visits and product demonstrations to prospects and represents Okta in a consistent, effective and professional manner to best develop and win new clients and current customers.

The Area Sales Director Opportunity

The Area Sales Director, Enterprise Sales is responsible for the development and business results of a team of quota‑carrying Account Executives in their region. 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.

This role requires travel to our Chicago, IL office for in‑person onboarding during the first week of employment. If reasonable accommodation is needed to participate in the job application, interview process, or onboarding please use this Form to request an accommodation.

What you’ll be doing

• Attract, recruit, hire, and mentor the Enterprise Account Executive sales team.

• Create an open, inclusive team oriented environment, building a results‑driven culture of accountability and transparency.

• Lead by example, set expectations, follow through effectively and provide coaching and mentorship as needed and ensure that managers do the same for their team.

• Be accountable for consistently delivering and overachieving against targets – ensuring Okta's goals, and objectives are achieved consistently and sustainably.

• Analyze data and dynamics to maximize existing successes and to create new sales growth opportunities.

• Accurately forecast monthly, quarterly, and annual targets for assigned regions; establish and manage data and supporting metrics (pipeline coverage, ASP, etc.)

• Effectively develop, design, build, and execute all aspects of the Enterprise Business plan to predictably and consistently generate short‑term results while holding a long‑term perspective of overall results.

• Put into place sales force structure, process strategies, and strategic resource plans that will capture key opportunities in target markets, Enterprise accounts/prospects, partners or industry verticals throughout the Region.

• Own the pipeline generation strategy and 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.

What you’ll bring to the role

• 10+ years' experience building and running Enterprise sales teams in the software industry.

• 3+ years' experience as a front‑line sales leader.

• This role must sit in the Northeast region.

• Deep understanding of SaaS / Cloud Go‑To‑Market and the required roles for effective customer engagement.

• Relevant software industry…