Key Account Director (Japan)

Location: Tokyo, Japan; hybrid work

Company

Okta builds trusted identity infrastructure that secures organizations, AI, and human users through products including Okta and Auth0.

What you will do

• Manage and significantly expand revenue within a portfolio of named, multi-million-dollar strategic accounts across Japan.
• Identify, qualify, and close complex expansion opportunities, including upsells and cross-sells.
• Develop and execute multi-year strategic account plans covering executive relationships, solution alignment, and long-term account value.
• Forecast revenue, maintain the opportunity pipeline, and communicate revenue potential and risk to executive leadership.
• Lead complex contract negotiations and renewals with Legal, Finance, and Procurement.
• Act as the primary executive contact, coordinate cross-functional account teams, influence the product roadmap, and manage GSI partnerships.

Requirements

• Proven executive presence and the ability to engage with senior customer stakeholders, including CEOs, CFOs, and CIOs.
• Ability to drive demand and navigate highly complex sales cycles.
• Ability to lead cross-functional account teams without direct reporting authority.
• Ability to represent customer needs internally and influence product direction.
• Ability to manage strategic ecosystem and GSI partnership relationships.

Culture & Benefits

• In-person onboarding is provided to accelerate impact and connect new hires with the mission and team.
• Okta supports employee well-being, social impact, talent development, connection, and community.
• The global community spans more than 20 offices worldwide.
• Okta is an equal opportunity employer and provides reasonable accommodation during application, interviewing, and onboarding.