Area Sales Director, Okta
Strategic, Auth0
$376-564k
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
$376-564k
OTE
1001+ employees
Company mission
To improve the connections between people and tools to make companies more productive and secure.
Role
Who you are
- 10+ years experience building and running sales teams in a SaaS environment
- Deep understanding of and technical aptitude towards SaaS / Cloud Go-To-Market selling motion
- Strong technical aptitude with proven success selling into C-suite and building partnership and buy-in with multiple stakeholders
- Relevant software industry experience in any of the following: IT systems, cloud enterprise or infrastructure management, application development and management, security, business applications and/or analytics
- Ability to navigate the internal selling ecosystem in order to nurture, close, grow and retain customers
- History of consistently meeting/exceeding targets and objectives personally and as a leader
- Proven ability to hire and retain a high performing sales team with humility and confidence
- Excellent leadership and influencing skills with the ability to build strong business partnerships at all levels
- Expertise using a Sales Framework such as MEDDPICC, Challenger or Sandler (we use MEDDPICC)
- 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’s 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 career goals and the organization’s goals
- Drives Results: Consistently achieving results, even under tough circumstances
- Strategic Mindset: Seeing ahead to future possibilities and translating them into breakthrough strategies
What the job involves
- As an Auth0 AE, you will drive territory growth through both net new logos and cultivating relationships to develop and grow existing Auth0 customers. With the support of your Okta ecosystem, your focus will be on consistent results and an unwavering commitment to our customers
- The successful Auth0 Area Sales Director, Strategic will manage a team of Account Executives focused on providing value to Application Development teams (Engineering, Product, Security and Architecture and spearhead the expansion of a global market leader leveraging existing customer references, partner base, and alliance relationships
- This leader will drive revenue growth through the both net new logo acquisition as well as by cross-selling and up-selling Auth0 to our current customer base
- Attract, recruit, hire, and mentor the Auth0 Account Executive sales team
- Build a results driven culture through leading by example, setting expectations, providing coaching and mentorship and holding teams accountable
- Consistently deliver and overachieve against targets, holding the AE team accountable for operationally sound delivery and results
- Accurately forecast monthly, quarterly, and annual targets for assigned regions and hold each team member accountable for doing the same
- Establish and manage data and supporting metrics (pipeline coverage, forecasting, ASP, etc.)
- Effectively develop, design, build, and execute all aspects of the Strategic business plan to predictably and consistently generate quarterly results while holding a long-term perspective of overall results
- Put into place sales structure, processes, and strategic resource plans that will capture key opportunities in target markets, accounts & prospects, partners or industry verticals throughout the Strategic segment
- Own the pipeline generation strategy and with internal stakeholders to 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
- Travel as necessary to build and cultivate customer and prospect relationships
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.
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