Area Sales Director, Enterprise

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 for 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 experience in any of the following: IT systems, cloud enterprise or infrastructure management, application development and management, security, business applications and/or analytics.
• History of consistently meeting/exceeding targets and objectives personally and as a leader.
• Excellent leadership and influencing skills; ability to build strong business partnerships both outside, and within the organization.
• Mastery of consultative/solution selling methodologies like MEDDPICC, Challenger, Solution Selling, and Sandler.
• Technical aptitude and experience selling into CEOs, CFOs, CIOs, CTOs and Lines of Business.

Below is the annual On Target Compensation (OTE) range for candidates located in the San Francisco Bay Area. 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. To learn more about our Total Rewards program please visit

The OTE range for this position for candidates located in the San Francisco Bay area is between: $360,000 — $495,000 USD.

Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws. If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation.

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