Area Sales Director, Corporate Sales - New Accounts

Okta Inc.; Chicago (IL); On-site; USD 366,000 - 547,000; Full time

Benefits offered by this job

Health insurance

Dental insurance

Vision insurance

401(k)

Equity

Job summary

Okta is seeking an Area Sales Director of Corporate Sales- New Accounts to lead a quota-carrying team across Chicago, SF, and DC. This senior leader will drive revenue, refine forecasting, and build a high-performance, coordinated sales culture.

In-person onboarding is required, with hybrid expectations and travel as needed. The role emphasizes executive-level communication, strategic coaching, and cross-functional collaboration to win new logos while expanding existing relationships.

Qualifications

• 7+ years of experience in selling within the SaaS B2B space.
• Proven track record of leading a team focused on prospecting and identifying opportunities for growth to secure new logos.
• 2+ years of experience managing a team of quota-carrying SaaS sales professionals.

Responsibilities

• Manage the day-to-day operations of a Corporate sales team and ensure quarterly revenue targets and monthly goals are achieved.
• Manage and optimize the team pipeline, ensuring that it is healthy, accurate, and up-to-date.
• Adopts consistent forecast management processes aligned to global standards, accurately and often communicating their forecasts to their leaders.
• Actively engage in territory planning and opportunity development.
• Build and maintain a high-impact team that drives value through diverse capabilities, a shared purpose or common goal, and an environment of trust and collaboration.
• Lead with curiosity by providing impactful, dynamic coaching and feedback to drive direct professional development and performance of each AE.
• Exemplify team selling and cross-functional collaboration by leveraging the full power of Okta and our partners, ensuring the customer achieves maximum value.
• Facilitate and influence decision-maker or executive-level customer conversations as necessary, using their economic, financial, product, integration/ISV architecture, and industry expertise to support and drive decision-making and deliver value.
• Identify new, innovative ways to improve processes and drive revenue growth, taking calculated risks and experiments with new strategies or tactics.
• Expertly communicate ideas, directives, and guidance to team members and the entire organization, with particular focus on providing clarity and distilling critical information amidst noise.
• Enforce operationally sound cadences and expectations, holding themselves, their team, and partners accountable.

Skills

SaaS sales

Leadership

Prospecting

Account management

Executive communication

Forecasting

Territory planning

Education

BS/BA degree

Job description

Area Sales Director, Corporate Sales- New Accounts (Okta)

Location: Chicago, Illinois; San Francisco, California; Washington, DC

Department: Corporate Sales-330

Secure Every Identity, from AI to Human
Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence.
This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.

The Corporate Sales Team

Okta’s Corporate Sales Team manages the sales process for small to medium-sized customers. The team organizes and conducts sales presentations, site visits and product demonstrations to prospects and represents Okta in a consistent, effective and professional manner to best develop and win new clients and current customers.

The Corporate ASD Opportunity

The Area Sales Director of Corporate 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.

What you’ll be doing:

• Manage the day-to-day operations of a Corporate sales team and ensure quarterly revenue targets and monthly goals are achieved.
• Manage and optimize the team pipeline, ensuring that it is healthy, accurate, and up-to-date.
• Adopts consistent forecast management processes aligned to global standards, accurately and often communicating their forecasts to their leaders.
• Actively engage in territory planning and opportunity development.
• Build and maintain a high-impact team that drives value through diverse capabilities, a shared purpose or common goal, and an environment of trust and collaboration.
• Lead with curiosity by providing impactful, dynamic coaching and feedback to drive direct professional development and performance of each AE.
• Exemplify team selling and cross-functional collaboration by leveraging the full power of Okta and our partners, ensuring the customer achieves maximum value.
• Facilitate and influence decision-maker or executive-level customer conversations as necessary, using their economic, financial, product, integration/ISV architecture, and industry expertise to support and drive decision-making and deliver value.
• Identify new, innovative ways to improve processes and drive revenue growth, taking calculated risks and experiments with new strategies or tactics.
• Expertly communicate ideas, directives, and guidance to team members and the entire organization, with particular focus on providing clarity and distilling critical information amidst noise.
• Enforce operationally sound cadences and expectations, holding themselves, their team, and partners accountable.

What you’ll bring to the role:

• 7+ years of experience in selling within the SaaS B2B space
• Proven track record of leading a team focused in prospecting and identifying opportunities for growth to secure new logos
• 2+ years of experience managing a team of quota-carrying SaaS sales professionals
• Ability to build trust and strong relationships with internal partners and ecosystem
• Strong customer-facing and presentation skills; executive-level communication and interpersonal skills
• Ability to travel approximately 25%
• BS/BA degree strongly preferred
• Must be located in territory

*This role requires in-person onboarding and travel to our San Francisco, CA HQ office during the first week of employment

#LI-Hybrid

SRCASDNB2

The OTE range for this position for candidates located in the San Francisco Bay area is between: $365,500 — $547,000 USD.

Below is the annual On Target Compensation (OTE) range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. 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: https://rewards.okta.com/us

The annual OTE range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between: $365,500 — $547,000 USD.

The Okta Experience

• Supporting Your Well-Being
• Driving Social Impact
• Developing Talent and Fostering Connection + Community

We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one.

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.

Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, please click here to view our full NYC AEDT Notice.