Area Sales Director, Strategic Sales (California)

Location: Hybrid role associated with the United States. Candidates may be based in California, Colorado, Illinois, New York, or Washington; the listed locations include Los Angeles and San Francisco, California. In-person onboarding is required during the first week at the San Francisco, California, or Chicago, Illinois office.

Salary: $376,000–$517,000 USD annual OTE, including base salary and incentive compensation. Equity and benefits may also apply.

Company

Okta provides an enterprise-grade identity and access management platform that secures workforce logins and enables organizations to use technology safely, including AI systems.

What you will do

• Recruit, hire, mentor, and lead a team of Strategic Account Executives managing major enterprise customers.
• Build an inclusive, accountable, transparent, and results-driven sales culture.
• Set performance expectations, coach sales leaders, resolve conflicts, and improve team productivity.
• Own regional revenue targets, pipeline generation, forecasting, activity standards, and supporting metrics.
• Design and execute enterprise business plans, sales structures, process strategies, and resource plans.
• Develop market intelligence and long-term growth strategies while maintaining leadership in target markets.

Requirements

• 15+ years of experience building and running strategic sales teams in the software industry.
• 7+ years of experience as a frontline sales leader.
• Deep understanding of SaaS, cloud go-to-market, and enterprise customer engagement.
• Relevant experience in IT systems, cloud or infrastructure management, application development, security, business applications, or analytics.
• Consistent record of meeting or exceeding sales targets personally and as a leader.
• Strong leadership, influencing, consultative selling, technical aptitude, and experience selling to CEOs, CFOs, CIOs, CTOs, and business leaders.

Nice to have

• Mastery of MEDDPICC, Challenger, Solution Selling, or Sandler methodologies.

Culture & Benefits

• Health, dental, and vision insurance.
• 401(k) and flexible spending account.
• Paid leave, including paid time off and parental leave.
• Equity may be available depending on applicable plans and policies.
• In-person onboarding and connection across a global community spanning more than 20 offices.