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Area Sales Director, Enterprise

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Okta

4d ago

  • Job
    Full-time
    Expert Level
  • Sales & Business Development
    IT & Cybersecurity
  • Seattle

AI generated summary

  • You need 10+ years in enterprise software sales, 3+ years in leadership, SaaS expertise, proven target achievement, strong leadership skills, and mastery of solution selling methodologies.
  • You will recruit and mentor the sales team, drive accountability and growth, forecast targets, manage pipeline strategies, and maintain market intelligence to achieve sales goals.

Requirements

  • 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
  • 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

Responsibilities

  • Attract, recruit, hire, and mentor the Enterprise Account Executive sales team for Auth0.
  • 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.

FAQs

What is the primary responsibility of the Area Sales Director, Enterprise (Auth0) at Okta?

The primary responsibility is the development and business results of a team of quota-carrying Account Executives in their region, focusing on increasing productivity, mentoring, and building a constructive sales culture.

Is the Area Sales Director position based in a specific region?

Yes, this role must sit in the Northeast region.

What is the expected experience for candidates applying for this position?

Candidates should have 10+ years of experience building and running Enterprise sales teams in the software industry, with at least 3+ years as a front-line sales leader.

What kind of sales methodology knowledge is preferred for this role?

Mastery of consultative/solution selling methodologies such as MEDDPICC, Challenger, Solution Selling, and Sandler is preferred.

What are the core competencies that Okta expects from its leaders?

Okta expects leaders to build effective teams, demonstrate self-awareness, develop talent, drive results, and possess a strategic mindset.

Is travel required for this position?

Yes, the role requires in-person onboarding and travel to the San Francisco, CA HQ office during the first week of employment.

What is the on-target compensation (OTE) range for this position located in the San Francisco Bay area?

The OTE range for this position is between $336,000 and $504,000 USD.

What benefits do Okta employees receive?

Okta employees receive health, dental and vision insurance, 401(k), flexible spending accounts, and paid leave, including PTO and parental leave, among other benefits.

Does Okta have a commitment to diversity and inclusion in its hiring practices?

Yes, Okta is an Equal Opportunity Employer and considers all qualified applicants without regard to various protected characteristics.

Can I request accommodations during the application or interview process?

Yes, if reasonable accommodation is needed, you can use the designated form to request assistance during the application or interview process.

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Okta

The World's Identity Company

Technology
Industry
1001-5000
Employees
2009
Founded Year

Mission & Purpose

Okta is the leading independent identity provider. The Okta Identity Cloud enables organizations to securely connect the right people to the right technologies at the right time. With more than 7,000 pre-built integrations to applications and infrastructure providers, Okta provides simple and secure access to people and organizations everywhere, giving them the confidence to reach their full potential. More than 10,000 organizations, including JetBlue, Nordstrom, Siemens, Slack, T-Mobile, Takeda, Teach for America, and Twilio, trust Okta to help protect the identities of their workforces and customers.

Benefits

  • Healthcare

  • Sick pay insurance

  • Pension scheme

  • Dental