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About the Role

Okta is building the trusted, neutral infrastructure that enables organizations to safely embrace AI. This role offers an opportunity to do career-defining work in a mission-driven environment.

Responsibilities

• Attract, recruit, hire, and mentor the Strategic sales leadership team.
• Manage a team of Strategic front-line leaders and partner closely with other cross-functional teams.
• 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 your leadership 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 business plan to predictably and consistently generate quarterly results while holding a long-term perspective.
• Put into place sales structure, processes, and strategic resource plans that will capture key opportunities in target markets, accounts & prospects, partners or industry verticals.
• Own the pipeline generation strategy and execute against it with internal stakeholders.
• 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.

Requirements

• 10+ years’ experience building and running sales teams in a SaaS environment.
• 3+ years’ experience as a second-line sales leader.
• Previously led a $20M+ (minimum) ARR sales organization with 40%+ growth.
• 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 MEDDICC, Challenger or Sandler (MEDDPICC).

Skills

• SaaS / Cloud Go-To-Market selling motion
• Technical aptitude
• Sales Frameworks (MEDDPICC)

Location

• Remote

Work Type

• Remote
• Full-time

Experience Level

• 10+ years of experience building and running sales teams
• 3+ years of experience as a second-line sales leader

Salary/Compensations

• $408,000—$605,000 USD

Benefits

• Equity (where applicable)
• Health, dental and vision insurance
• 401(k)
• Flexible spending account
• Paid leave (including PTO and parental leave)

About the Company

• Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era.
• 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.
• We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate.
• Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one.

Equal Opportunity

• All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran.
• We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws.
• If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation.
• Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process.