Vice President of Enterprise Sales, East

Okta; Boston (MA); On-site; USD 560,000 - 840,000; Full time

Benefits offered by this job

Equity

Health insurance

Dental & vision

401(k)

Paid leave

Job summary

Okta seeks a high-impact Vice President of Enterprise Sales for the East and Canada to build and lead a large, high-performing sales organization that drives substantial revenue for the company.

You will define market tactics, execute a robust go-to-market plan, and manage leaders and account executives to win new logos and expand existing Okta Platform customers.

Qualifications

• Experience: 10+ years building and running Enterprise sales teams in software.
• 3+ years as a second-line sales leader.
• Led a sales organization of at least $20M+ ARR with 40%+ growth.

Responsibilities

• Lead the Enterprise Sales, East and Canada field organization.
• Define market tactics and execute a go-to-market plan.
• Own pipeline generation, forecast monthly/quarterly/annual targets.
• Collaborate cross-functionally to ensure a best-in-class customer experience.
• Develop senior-level partnerships within the partner ecosystem.

Skills

Leadership

Sales leadership

Strategic planning

MEDDPICC

Challenger selling

C-level selling

Communication

Job description

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 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 logins 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. With the support of your Okta ecosystem, your focus will be on consistent results and an unwavering commitment to our customers.

The Enterprise Sales Team

Okta's Enterprise Sales Team manages the sales process for medium‑size 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 Vice President of Enterprise Sales, East Opportunity

The Vice President of Enterprise Sales, East and Canada is a senior leadership position reporting to the Senior Vice President of Enterprise Sales. We are seeking an entrepreneurial, growth‑minded, and inspiring leader to build and manage a large, high‑performing sales organization that drives a significant share of revenue for Okta. This leader will be responsible for defining market tactics and executing an effective go‑to‑market plan to achieve substantial annual growth and evolve a world‑class field operation. Leading from the front, the successful candidate will work alongside their team of sales leaders and account executives to exceed targets, while also acting as a key spokesperson for Okta in the region and the executive sponsor for critical customer and partner relationships.

The Responsibilities

• Team Leadership: Attract, recruit, hire, and mentor the Enterprise sales leadership team, fostering an open, inclusive, and results‑driven culture of accountability and transparency.
• Performance & Execution: Be accountable for consistently delivering and overachieving against sales targets, ensuring Okta's goals are met sustainably.
• Forecasting & Strategy: Accurately forecast monthly, quarterly, and annual targets. Develop, design, and execute a comprehensive business plan to generate short‑term results while maintaining a long‑term strategic perspective.
• Go‑to‑Market: Define the value proposition and implement sales and marketing strategies to maximize growth. Own the pipeline generation strategy and maintain market intelligence to secure Okta's leadership position.
• Cross‑Functional Collaboration: Provide leadership and oversight to ensure the team deploys resources efficiently. Collaborate with sales engineering, channels, customer success, professional services, product, legal, marketing, and engineering to create a seamless customer experience.
• Ecosystem Development: Develop and maintain senior‑level contacts within the Okta partner ecosystem, including ISVs, resellers, and GSIs.

The Requirements

• Experience: 10+ years building and running Enterprise sales teams in the software industry, with at least 3+ years as a second‑line sales leader. Must have previously led a sales organization of at least $20M+ ARR with over 40% growth.
• Industry Knowledge: Relevant experience in IT systems, cloud infrastructure, application management, security, or business applications. Deep understanding of SaaS/Cloud Go‑to‑Market models and subscription software is required.
• Sales Acumen: A proven history of exceeding targets, with mastery of consultative selling methodologies (e.g., MEDDPICC, Challenger). Experience selling to C‑level executives (CEOs, CFOs, CIOs, CTOs) and Lines of Business.
• Leadership Skills: Excellent leadership, influencing, and business planning skills. The ability to build strong partnerships, develop talent, and lead high‑performing teams in fast‑growing environments.
• Personal Attributes: A strategic and growth mindset, strong operational skills, high emotional intelligence (EQ), and a polished, professional demeanor with excellent communication and presentation abilities.

Compensation and Benefits

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. 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.

Annual OTE range: $560,000 – $840,000 USD

The Okta Experience

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

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.