Area Sales Director, Strategic

TL;DR

Area Sales Director, Strategic (SaaS/Cloud): Lead the development and business results of a team of Strategic Account Executives, driving enterprise customer growth with an accent on pipeline generation, forecasting, and execution of an Enterprise Business plan. Focus on coaching and conflict resolution to increase account executive productivity while maintaining market intelligence and consistently overachieving against regional targets.

Location: Connecticut; New Jersey; New York

Salary: $376,000 — $517,000 USD (annual base)

Company

Okta builds trusted identity infrastructure to help organizations securely adopt AI and technology.

What you will do

• Attract, recruit, hire, and mentor Strategic Account Executive sales team members.
• Lead Strategic Account Executives responsible for Okta’s largest customers in the region.
• Set expectations, lead by example, and provide coaching/mentorship to ensure managers do the same.
• Analyze sales data and market dynamics to maximize existing success and create new growth opportunities.
• Own pipeline generation strategy and execute it with internal stakeholders.
• Develop and execute the Enterprise Business plan, including accurate monthly/quarterly/annual forecasting and metrics management.

Requirements

• 15+ years of experience building and running Strategic sales teams in the software industry.
• 7+ years of experience as a front-line sales leader.
• Deep understanding of SaaS/Cloud go-to-market and roles needed for effective customer engagement.
• Relevant software industry experience (IT systems, cloud enterprise/infrastructure management, application development/management, security, business applications and/or analytics).
• Proven history of consistently meeting/exceeding targets personally and as a leader.
• Mastery of consultative/solution selling methodologies such as MEDDPICC, Challenger, Solution Selling, and Sandler.

Culture & Benefits

• In-person onboarding travel required during the first week to the San Francisco, CA or Chicago, IL office.
• Equity (where applicable), bonus, and benefits including health, dental, vision insurance, 401(k), flexible spending account, and paid leave (PTO and parental leave).
• Immersive onboarding experience designed to accelerate impact from day one.
• Global community across 20+ offices worldwide.

Hiring process

• Application and interview process with accommodation available if needed for onboarding or interviews.
• Onboarding includes in-person onboarding during the first week of employment.