Area Vice President, Enterprise Sales

Okta, Inc.

Job Overview

Location

Los Angeles, California; San Francisco, California; Seattle, Washington

Job Type

Full-time

Full Job Description

📋 Description

• As an Area Vice President (AVP) for Enterprise Sales at Okta, you will be at the forefront of driving significant revenue growth and market leadership within a dynamic and expansive region. This pivotal role involves building, leading, and scaling a high-performance sales organization focused on medium- to large-sized enterprise clients. You will be instrumental in shaping the strategic direction of our enterprise business unit, fostering a culture of excellence, and ensuring consistent achievement of ambitious sales targets.
• Your primary responsibility will be to lead a team of Enterprise Directors and Account Executives, empowering them to exceed expectations through strategic guidance, coaching, and performance management. You will cultivate a sales environment that champions value-based solution selling and a consultative approach, enabling your team to effectively address complex customer needs and deliver impactful solutions.
• A key focus of this role is driving substantial Enterprise revenue growth. This will be achieved through a multifaceted strategy encompassing aggressive outbound prospecting, leveraging AE-sourced pipeline, a relentless pursuit of new logo acquisition, and mastering both velocity-based and strategic sales cycles. You will also be adept at developing and executing strategic account plans, identifying opportunities for cross-selling new products and use cases to our existing customer base, thereby maximizing customer lifetime value.
• Talent acquisition, development, and retention are critical components of this leadership position. You will be responsible for recruiting top-tier sales talent, providing them with the necessary resources, mentorship, and career development opportunities to thrive. Your leadership will aim to ensure that at least 75% of your team consistently exceeds quota, while maintaining a regrettable attrition rate of no more than 10%, fostering a stable and motivated sales force.
• You will establish and maintain a robust cross-functional operating cadence, collaborating closely with teams across pipeline management, forecasting accuracy, deal reviews, execution strategies, deployment processes, and revenue realization. This integrated approach ensures alignment and efficiency across the entire sales lifecycle.
• Furthermore, you will forge strong partnerships with key cross-functional departments, including Renewals, Customer Success, Business Development, and Marketing. This collaboration is essential for developing and executing integrated strategies that drive product adoption, enhance sales team productivity, and proactively reduce or eliminate customer churn, ensuring long-term customer satisfaction and loyalty.
• Okta, as The World’s Identity Company, provides a unique opportunity to be part of a mission-driven organization that is revolutionizing how individuals and organizations securely access technology. You will be selling a leading identity and access management platform that is critical for modern businesses, offering a compelling value proposition that resonates with C-level executives and IT decision-makers.
• This role requires a strategic thinker with a proven ability to operate both at the executive level and hands-on with the sales team. You will be expected to understand the intricacies of the security and SaaS industries, possess strong technical and commercial acumen, and be comfortable navigating complex sales environments. Your ability to communicate effectively at the C-level, coupled with exceptional presentation skills, will be paramount to your success.
• You will be a key contributor to Okta's culture, embodying our core leadership competencies: Builds Effective Teams, Demonstrates Self-Awareness (EQ), Develops Talent, Drives Results, and Strategic Mindset. These competencies are deeply ingrained in our values of loving our customers, empowering our people, never stopping innovation, acting with integrity, and maintaining transparency.
• The position offers the opportunity to work in a fast-paced, innovative environment, with the potential for significant career growth and impact. You will be part of a company that is a recognized leader in its market, with a strong commitment to employee development and social impact.
• This role is based in the West region, with flexibility for candidates in Los Angeles, San Francisco, or Seattle, and requires approximately 25% travel to support your team and engage with clients.

🎯 Requirements

• 10+ years of experience in B2B Enterprise Sales, with a proven track record of over-attainment.
• 5+ years of experience building and leading high-performance SaaS B2B sales teams.
• 2nd line leadership experience (managing managers).
• Experience in the security/SaaS industries.
• Solid technical and commercial skills with an ability to operate independently.
• Superb communication and presentation skills; able to communicate effectively at the C-level.
• Willingness to travel approximately 25%.
• BS/BA degree strongly preferred.

🏖️ Benefits

• Competitive On-Target Compensation (OTE) range, including base salary and incentive compensation.
• Equity (where applicable).
• Comprehensive benefits package including health, dental, and vision insurance.
• 401(k) plan.
• Flexible spending account.
• Paid leave, including Paid Time Off (PTO) and parental leave.
• Opportunities for professional development and career growth.
• Making Social Impact through Okta for Good initiatives.
• Fostering Connection + Community at Okta.

Skills & Technologies

Remote

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Okta, Inc.

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About Okta, Inc.

Okta provides cloud-based identity and access management software that enables organizations to securely connect employees, partners, and customers to the right technologies. Its platform offers single sign-on, multi-factor authentication, lifecycle management, API access control, and analytics to manage user identities across applications, devices, and networks. The company serves enterprises, government agencies, and small to medium-sized businesses, helping them improve security, compliance, and user experience while reducing IT complexity and support costs.

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