Director of Sales

6 days ago

St Louis, Missouri, United States Okta, Inc. Full time

About the Role

The SLED Area Sales Director will be responsible for defining market tactics to meet annual business goals. This individual will establish and lead a cross-functional team of experienced SLED account executives in growing a productive and sustainable sales pipeline across the complex territory.

Key Responsibilities

  • 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, ensuring 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 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 strategic 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, SLED accounts/prospects, partners, or industry verticals throughout the Region.
  • Own the pipeline generation strategy and work 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.

Requirements

  • Led SLED sales team segment previously in the software industry.
  • Coached others on the use of MEDDICC or similar sales framework.
  • Experience managing a growth-focused team with demonstrable success bringing on new logos.
  • The ability to build a culture of trust and collaboration with a strong coaching mindset.
  • Have experienced leading through significant growth and/or change within a 'build' phase technology company.
  • Exceptional leadership skills and the ability to develop sales talent through their careers.
  • Demonstrated ability to accurately and boldly forecast sales results.

Okta's Core Leadership 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.

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