Area Vice President, Strategic Sales (SaaS)

TL;DR

Area Vice President, Strategic Sales (SaaS): Define market tactics and lead cross-functional sales teams to grow pipeline and revenue in the complex Eastern territory with an accent on strategic account management and GTM integration. Focus on building high-performing organizations, overachieving targets, and executing sales strategies for enterprise customers in identity and security platforms.

Location: Remote (US: California excl. SF Bay Area, Colorado, Illinois, New York, Washington; conditions in New York NY, Pennsylvania, Washington DC)

Salary: $408,000 — $605,000 USD OTE (incl. base + incentives; equity + benefits)

Company

Okta builds secure identity infrastructure enabling safe AI adoption and secures billions of workforce logins via enterprise-grade platform.

What you will do

• Attract, hire, mentor strategic sales leaders and manage front-line teams, partnering with SEs, PS, Channel, Legal.
• Build results-driven culture via coaching, accountability, and leading by example to overachieve targets.
• Forecast monthly/quarterly/annual targets accurately and hold teams accountable.
• Develop metrics like pipeline coverage, ASP; design and execute segment business plans.
• Establish sales structures, processes for target markets/accounts; own pipeline generation strategy.
• Maintain market intelligence, travel to build customer relationships.

Requirements

• 10+ years building/running SaaS sales teams; 3+ years as second-line leader leading $20M+ ARR org with 40%+ growth
• Deep SaaS/Cloud GTM understanding; technical aptitude for C-suite selling and stakeholder buy-in.
• Relevant experience in IT systems, cloud, security, apps/analytics.
• Proven track record meeting/exceeding targets; expertise in MEDDPICC or similar framework.
• Strong leadership to hire/retain high-performers; influencing skills for partnerships.

Culture & Benefits

• Health, dental, vision insurance; 401(k), FSA, paid leave (PTO, parental).
• In-person onboarding; global community across 20+ offices focused on innovation and connection.
• Equity (where applicable); Total Rewards program.