Area Sales Director, Okta

Enterprise Sales

$336-504k

OTE

+ Equity. OTE is benchmarked for candidates based in California, Colorado, New York, and Washington, and may vary for candidates in other locations

Expert level

Austin

More information about location

Management platform securing resources from cloud to ground

Open for applications

Management platform securing resources from cloud to ground

1001+ employees

B2BSecurityInternal toolsSaaSIdentity

Open for applications

$336-504k

OTE

+ Equity. OTE is benchmarked for candidates based in California, Colorado, New York, and Washington, and may vary for candidates in other locations

Expert level

Austin

More information about location

1001+ employees

B2BSecurityInternal toolsSaaSIdentity

Company mission

To improve the connections between people and tools to make companies more productive and secure.

Job

Company

Role

Who you are

10+ years’ experience building and running Enterprise sales teams in the software industry
3+ years’ experience as a front line sales leader
This role must sit in the Northeast region
Deep understanding of SaaS / Cloud Go-To-Market and the required roles for effective customer engagement
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
History of consistently meeting/exceeding targets and objectives personally and as a leader
Excellent leadership and influencing skills; ability to build strong business partnerships both outside, and within the organization
Mastery of consultative/solution selling methodologies like MEDDPICC, Challenger, Solution Selling, and Sandler
Technical aptitude and are experienced selling into CEOs, CFOs, CIOs, CTOs and Lines of Business

What the job involves

The Area Sales Director, Enterprise 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
We’re looking for a strong leader to take it to the next level
Attract, recruit, hire, and mentor the Enterprise 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 and ensure that managers do the same for their team
Be accountable for consistently delivering and overachieving against targets – ensuring Okta’s goals, and objectives are achieved consistently and sustainably
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 (pipeline coverage, ASP, etc.)
Effectively develop, design, build, and execute all aspects of the Enterprise Business plan to predictably and consistently generate short-term results while holding a long-term perspective of overall results
Put into place sales force structure, process strategies, and strategic resource plans that will capture key opportunities in target markets, Enterprise accounts/prospects, partners or industry verticals throughout the Region
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

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. They aim 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

Top investors

19% employee growth in 12 months

Glassdoor (3.7)

Trustpilot (1.6)

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

(CEO)

VP of Development at Salesforce.com and has nearly a decade of experience in various engineering and leadership roles at PeopleSoft.

Frederic Kerrest

(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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