Vice President of Enterprise Sales, Okta
East
$560-840k
OTE
Management platform securing resources from cloud to ground
Open for applications
Management platform securing resources from cloud to ground
1001+ employees
Open for applications
$560-840k
OTE
1001+ employees
Company mission
To improve the connections between people and tools to make companies more productive and secure.
Role
Who you are
- 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 a 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
What the job involves
- 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
- 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
Our take
Okta started off as an identity company where organisations, large and small, could tap into the company to have a single sign-on interface to access all cloud applications now centralised. Okta has since expanded to provide identity management at the device as well as the server level.
The new approach towards network security is increasingly based on identification and authentication, and Okta is on track to become the go-to vendor in the space. It aims to do so by developing products that enable people to access applications and other tools more smoothly and securely than ever before.
Okta has taken strides towards expansion through significant employee growth and shuffling executive leadership. The company has also made lateral moves such as tackling governance concerns, opening up new paths for revenue.
Freddie
Company Specialist at Welcome to the Jungle
Insights
19% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Sep 2015
$75m
SERIES F
Jun 2014
$75m
SERIES E
Total funding: $229.3m
Company benefits
- Work from home opportunities
- Health + Wellness
- Financial Benefits
- Pay + Incentives
- Time Off
- Everyday Living
- Resources
Company HQ
The East Cut, San Francisco, CA
Leadership
Todd McKinnon
(Co-Founder & CEO)VP of Development at Salesforce.com and has nearly a decade of experience in various engineering and leadership roles at PeopleSoft.
Frederic Kerrest
(Co-Founder & Vice Chairman)Worked in Sales and Business Development at Salesforce.com, and previously co-founded high-tech consulting firm Meridian Global Solutions.
Salary benchmarks
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