Key Accounts Director, Okta

Texas

$356-534k

OTE

Listed OTE range applies to California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington

Senior and Expert level

Chicago

San Francisco Bay Area

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

$356-534k

OTE

Listed OTE range applies to California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington

Senior and Expert level

Chicago

San Francisco Bay Area

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

This role requires proven executive presence and engagement, with an ability to drive demand, navigate highly complex sales cycles, and drive dedicated cross-functional account teams globally to ensure maximum Lifetime Value (LTV) and deliver high customer outcomes

What the job involves

The Key Account Executive (KAE) is responsible for managing and significantly expanding revenue within our most strategic, high-value accounts across the Americas
This role goes beyond transactional selling, positioning the KAE as a business strategist for the company's most important relationships
The successful candidate will manage a select portfolio of named, multi-million dollar accounts and be the primary executive contact for key stakeholders
Account Growth: Consistently exceed revenue targets by identifying, qualifying, and closing complex, multi-million dollar expansion opportunities (up-sells and cross-sells) within the assigned portfolio
Strategic Planning: Develop and execute comprehensive, multi-year strategic account plans that map executive relationships, solution alignment, and maximizing the long term value for each assigned top account
Sales Process: Accurately forecast revenue and maintain a robust pipeline of opportunities, providing clear visibility into potential revenue and risk to executive leadership
Negotiation: Expertly manage highly complex contract negotiations and renewals, involving internal Legal, Finance, and Procurement teams
Portfolio Leadership: Lead through leveraging our entire product portfolio of offerings (Okta, Auth0 and AI), acting as both visionary and influencer without authority
Customer C-Suite: Serve as the primary executive contact and trusted advisor, confidently holding strategic discussions and influencing decisions with the highest-ranking executives (CEO, CFO, CIO)
Ecosystem: Lead and coordinate a dedicated, cross-functional account team (Sales Engineers, Customer Success, etc.) without having direct reporting authority, ensuring a cohesive customer experience
Technology: Drive the voice of the customer internally, collaborating with Product Management to influence the roadmap based on the unique needs and scale requirements of our top accounts
External Ecosystem: Leverage Okta’s GSI Partnerships, managing these relationships from a more holistic point of view, including “sell to, sell through, sell with”

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

Top investors

19% employee growth in 12 months

Glassdoor (3.7)

Trustpilot (1.4)

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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