Vice President of Enterprise Sales, East

The Okta Sales Team

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. As an Okta AE, you will drive territory growth through both net new logos and cultivating relationships to develop and grow existing Okta Platform customers. With the support of your Okta ecosystem, your focus will be on consistent results and an unwavering commitment to our customers.

The Enterprise Sales Team
Okta’s Enterprise Sales Team manages the sales process for medium-sized customers. The team organizes and conducts sales presentations, site visits and product demonstrations to prospects and represents Okta in a consistent, effective and professional manner to best develop and win new clients and current customers.

The Vice President of Enterprise Sales, East Opportunity

The Vice President of Enterprise Sales, East and Canada is a senior leadership position reporting to the Senior Vice President of Enterprise Sales. We are seeking an entrepreneurial, growth-minded, and inspiring leader to build and manage a large, high-performing sales organization that drives a significant share of revenue for Okta. This leader will be responsible for defining market tactics and executing an effective go-to-market plan to achieve substantial annual growth and evolve a world-class field operation. Leading from the front, the successful candidate will work alongside their team of sales leaders and account executives to exceed targets, while also acting as a key spokesperson for Okta in the region and the executive sponsor for critical customer and partner relationships.

The Responsibilities

• Team Leadership: Attract, recruit, hire, and mentor the Enterprise sales leadership team, fostering an open, inclusive, and results-driven culture of accountability and transparency.
• Performance & Execution: Be accountable for consistently delivering and overachieving against sales targets, ensuring Okta’s goals are met sustainably.
• Forecasting & Strategy: Accurately forecast monthly, quarterly, and annual targets. Develop, design, and execute a comprehensive business plan to generate short-term results while maintaining a long-term strategic perspective.
• Go-to-Market: Define the value proposition and implement sales and marketing strategies to maximize growth. Own the pipeline generation strategy and maintain market intelligence to secure Okta’s leadership position.
• Cross-Functional Collaboration: Provide leadership and oversight to ensure the team deploys resources efficiently. Collaborate with sales engineering, channels, customer success, professional services, product, legal, marketing, and engineering to create a seamless customer experience.
• Ecosystem Development: Develop and maintain senior-level contacts within the Okta partner ecosystem, including ISVs, resellers, and GSIs.

The Requirements

• Experience: 10+ years building and running Enterprise sales teams in the software industry, with at least 3+ years as a second-line sales leader. Must have previously led a sales organization of at least $20M+ ARR with over 40% growth.
• Industry Knowledge: Relevant experience in IT systems, cloud infrastructure, application management, security, or business applications. Deep understanding of SaaS/Cloud Go-to-Market models and subscription software is required.
• Sales Acumen: A proven history of exceeding targets, with a mastery of consultative selling methodologies (e.g., MEDDPICC, Challenger). Experience selling to C-level executives (CEOs, CFOs, CIOs, CTOs) and Lines of Business.
• Leadership Skills: Excellent leadership, influencing, and business planning skills. The ability to build strong partnerships, develop talent, and lead high-performing teams in fast-growing environments.
• Personal Attributes: A strategic and growth mindset, strong operational skills, high emotional intelligence (EQ), and a polished, professional demeanor with excellent communication and presentation abilities.

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