Area Sales Director, Commercials

Get to know Okta
Okta is The World’s Identity Company. We free everyone to safely use any technology—anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart of business security and growth. 
At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box - we’re looking for lifelong learners and people who can make us better with their unique experiences. 
Join our team! We’re building a world where Identity belongs to you.

We are seeking an experienced and driven Area Sales Director to lead our Commercial Sales team, with a focus on creating strong partnership, driving new business and expanding existing customer relationships across a diverse set of industries. This is a leadership role responsible for delivering growth through a team of quota-carrying Commercial Account Executives, who specialize in both new logo acquisition and upsell/cross-sell within our customer base through our partner first go-to-market strategy.

As the Area Sales Director, you will play a critical role in shaping strategy, coaching your team, and partnering cross-functionally to ensure customer success and revenue growth.

This role will report directly to the VP & GM of ANZ. 

What you will be doing:

• Manage the day-to-day operations of the Commercial team.
• Engage key SI, partners and distributors for business planning, demand creation, opportunity execution and scale  
• Hire, motivate, mentor and provide training to increase efficiency, productivity and skillsets of employees
• Providing direction, leadership and fostering collaboration with the extended Okta team around presales, business development, marketing, partners and customer first  
• Ensure monthly demand generation, revenue targets and weekly goals are achieved 
• Maintain accurate and up-to-date Salesforce data for your team and provide reliable forecast information to upper management 
• Assist sales reps in closing highly complex transactions through the development of executive-level relationships with key prospects
• Actively engage in territory planning and opportunity development
• Work closely with extended team of pre-sales, services, training, legal, renewals business partners

You will be a great fit for us if you have:

• 10+ years of experience selling B2B SaaS solutions, with a strong understanding of complex sales cycles.
• 3+ years of success leading high-performing SaaS sales teams.
• A proven track record of consistently meeting or exceeding revenue targets.
• Exceptional leadership and influencing skills, with the ability to build trusted relationships both internally and externally.
• Strong business planning capabilities — skilled at setting clear goals, tracking progress, identifying blockers, and driving solutions.
• A professional, polished presence with excellent verbal and written communication skills; confident presenting to senior executives.
• Deep mastery of consultative and solution selling methodologies such as MEDDPICC, Challenger, 3 Why’s, Solution Selling, and Sandler.
• Comfortable engaging and selling to C-level executives (CEO, CFO, CIO, CTO) and business line leaders.
• Operational strength with a focus on building scalable processes and bringing structure to a growing organization.
• An innovative mindset — not afraid to challenge the status quo and bring fresh ideas forward.
• A Bachelor’s or Master’s degree, or a demonstrated commitment to ongoing learning and professional development.

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.

#LI-TH1

What you can look forward to as a Full-Time Okta employee!

• Amazing Benefits
• Making Social Impact
• Developing Talent and Fostering Connection + Community at Okta

Okta cultivates a dynamic work environment, providing the best tools, technology and benefits to empower our employees to work productively in a setting that best and uniquely suits their needs. Each organization is unique in the degree of flexibility and mobility in which they work so that all employees are enabled to be their most creative and successful versions of themselves, regardless of where they live. Find your place at Okta today! https://www.okta.com/company/careers/.
Some roles may require travel to one of our office locations for in-person onboarding.

Okta is an Equal Opportunity Employer. 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 is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Privacy Policy at https://www.okta.com/privacy-policy/.