Area Vice President, Enterprise Sales

Overview

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 flexible and neutral products, Okta Platform and Auth0 Platform, provide secure access, authentication, and automation, placing identity at the core 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.

Join our team! We're building a world where Identity belongs to you.

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. Our Okta AE team drives territory growth through both net new logos and cultivating relationships to develop and grow existing Okta Platform customers. With the support of the Okta ecosystem, your team's focus will be on consistent results and an unwavering commitment to our customers.

Okta's Enterprise Sales Team manages the sales process for medium- to large-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.

Okta's Area Vice President, Enterprise (West), will be responsible for building and leading our Enterprise Business unit in their Region. Our ideal candidate is an energetic, dynamic, and proactive team player who can simultaneously partner with executive leadership and work hands-on alongside our front-line team.

• Lead a high-performance sales organization of Enterprise Directors and Account Executives
• Build a team of top talent and deliver productivity that consistently exceeds standards and objectives
• Execute value-based solution selling techniques and further develop a culture of consultative sales
• Drive Enterprise revenue growth through a combination of outbound prospecting and AE-sourced pipeline, extreme focus on new logo acquisition, skilled at both velocity-based and strategic sales cycles, strategic account planning, cross-selling new products/use cases to existing customers
• Recruit, develop, and retain top talent, providing career development and performance management so that at least 75% exceed quota, and we experience no more than 10% regrettable attrition
• Build a strong cross-functional operating cadence with teams around pipeline, forecasting, deal review, execution, deployment and revenue realization
• Partner with cross-functional teams (Renewals, Customer Success, BD, and Marketing) on strategy and execution to drive adoption, increase productivity, and reduce/eliminate customer churn

• 10+ years of experience in B2B Enterprise Sales, with a track record of over attainment
• 5+ years of building and leading high-performance SaaS B2B sales teams
• 2nd line leadership experience
• Experience in the security/SaaS industries
• Solid technical and commercial skills with an ability to operate independently
• Superb communication and presentation skills; able to communicate at the C-level
• Willing to travel ~25%
• BS/BA degree strongly preferred

Okta's Top 5 Core Leadership Competencies are part of the deeply ingrained principles that guide all of our company's actions. They also align strongly to our cultural cornerstones, our Okta values: love our customers, empower our people, never stop innovating, act with integrity, and maintain transparency. It is our expectation that our managers and leaders embody these core competencies:

• Builds Effective Teams:
  Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.
• Demonstrates Self-Awareness (EQ):
  Using a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses.
• Develops Talent:
  Developing people to meet both their…