Area Sales Director, Strategic Sales

Okta; New York (NY); On-site; USD 360,000 - 540,000; Full time

Job summary

An established industry player is seeking a dynamic Area Sales Director to lead a team of Strategic Account Executives. This role is pivotal in driving territory growth and fostering a results-driven culture. The ideal candidate will have extensive experience in building strategic sales teams within the software industry, with a focus on SaaS and cloud solutions. As a leader, you will inspire your team, analyze market dynamics, and develop innovative strategies to maintain the company's competitive edge. Join this forward-thinking organization and make a significant impact in the digital identity space.

Qualifications

• 15+ years in strategic sales teams; 7+ years as front-line sales leader.
• Deep understanding of SaaS/Cloud and customer engagement roles.

Responsibilities

• Recruit and mentor the Strategic Account Executive sales team.
• Analyze data to maximize successes and create new sales opportunities.
• Own pipeline generation strategy and maintain market intelligence.

Skills

Leadership

Sales Strategy

Consultative Selling

Data Analysis

Cloud Go-To-Market

Customer Engagement

Job description

Get to know Okta

Okta is The World’s Identity Company. We free everyone to safely use any technology—anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart of business security and growth.

At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box - we’re looking for lifelong learners and people who can make us better with their unique experiences.

The Okta Sales Team

Okta has a vision to free anyone to safely use any technology by providing a secure, highly available, enterprise-grade platform that secures billions of Workforce log-ins every year. As an Okta AE, you will drive territory growth through both net new logos and cultivating relationships to develop and grow existing Okta Platform customers.

Strategic Sales Team

We have a team of highly experienced sellers who are targeting Okta’s largest customers. This segment represents one of the biggest opportunities for growth at Okta. Each Strategic Account Executive is responsible for maintaining high activity standards; daily prospecting, pipeline growth, prospect qualification, and delivering assigned monthly sales revenue targets.

The Area Sales Director, Strategic Opportunity

The Area Sales Director, Strategic Sales 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.

This role requires travel to our San Francisco, CA or Chicago, IL office for in-person onboarding during the first week of employment.

What you’ll be doing

• Attract, recruit, hire, and mentor the Strategic Account Executive sales team.
• Create an open, inclusive team-oriented environment, building a results-driven culture of accountability and transparency.
• Lead by example, set expectations, follow through effectively and provide coaching and mentorship as needed.
• Be accountable for consistently delivering and overachieving against targets.
• Analyze data and dynamics to maximize existing successes and to create new sales growth opportunities.
• Accurately forecast monthly, quarterly, and annual targets for assigned regions; establish and manage data and supporting metrics.
• Effectively develop, design, build, and execute all aspects of the Enterprise Business plan.
• Put into place sales force structure, process strategies, and strategic resource plans.
• Own the pipeline generation strategy and execute against the strategy.
• Maintain market intelligence and develop strategies to maintain Okta’s leadership position.
• Exhibit a growth mindset with the ability to outline the long-term vision and strategy.

What you’ll bring to the role

• 15+ years’ experience building and running Strategic sales teams in the software industry.
• 7+ years’ experience as a front-line sales leader.
• Deep understanding of SaaS / Cloud Go-To-Market and the required roles for effective customer engagement.
• Relevant software industry experience in IT systems, cloud enterprise or infrastructure management, application development, security, business applications and/or analytics.
• History of consistently meeting/exceeding targets and objectives personally and as a leader.
• Excellent leadership and influencing skills; ability to build strong business partnerships.
• Mastery of consultative/solution selling methodologies.
• Technical aptitude and experience selling into C-level executives.

Pay Transparency

Okta complies with all applicable federal, state, and local pay transparency rules. The annual base salary range for this position for candidates located in California, Colorado, New York, and Washington is between $360,000 — $540,000 USD.

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.