Key Accounts Director, Washington DC

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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.

Key Account Director

Role:
The Strategist

The Key Account Executive (KAE) is responsible for managing and significantly expanding revenue within our most strategic, high-value accounts across the Americas. This role goes beyond transactional selling, positioning the KAE as a business strategist for the company's most important relationships.

The successful candidate will manage a select portfolio of named, multi-million dollar accounts and be the primary executive contact for key stakeholders. This role requires proven executive presence and engagement, with an ability to drive demand, navigate highly complex sales cycles, and drive dedicated cross-functional account teams globally to ensure maximum Lifetime Value (LTV) and deliver high customer outcomes.

Results:
What You Will Achieve

• Account Growth:
Consistently exceed revenue targets by identifying, qualifying, and closing complex, multi-million dollar expansion opportunities (up-sells and cross-sells) within the assigned portfolio.

• Strategic Planning:
Develop and execute comprehensive, multi-year strategic account plans that map executive relationships, solution alignment, and maximizing the long term value for each assigned top account.

• Sales Process:
Accurately forecast revenue and maintain a robust pipeline of opportunities, providing clear visibility into potential revenue and risk to executive leadership.

• Negotiation:
Expertly manage highly complex contract negotiations and renewals, involving internal Legal, Finance, and Procurement teams.

• Portfolio Leadership:
Lead through leveraging our entire product portfolio of offerings (Okta, Auth0 and AI), acting as both visionary and influencer without authority.

Relationships:
Who You Will Impact

• Customer C-Suite:
Serve as the primary executive contact and trusted advisor, confidently holding strategic discussions and influencing decisions with the highest-ranking executives (CEO, CFO, CIO).

• Ecosystem:
Lead and coordinate a dedicated, cross-functional account team (Sales Engineers, Customer Success, etc.) without having direct reporting authority, ensuring a cohesive customer experience.

• Technology:
Drive the voice of the customer internally, collaborating with Product Management to influence the roadmap based on the unique needs and scale requirements of our top accounts.

• External Ecosystem:
Leverage Okta's GSI Partnerships, managing these relationships from a more holistic point of view, including "sell to, sell through, sell with".

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Below is the annual On Target Compensation (OTE) range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies.

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The annual OTE range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between $356,000 — $534,000 USD

What you can look forward to as a Full-Time Okta employee!

• Amazing Benefits

• Making Social Impact

• Developing Talent and Fostering Connection + Community at Okta

Okta cultivates a dynamic work environment,…