Area Vice President, Key Accounts ( East)

New York, New York; Washington, DCFull-TimeDirectorAccounts / Finance

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Unlike a standard AVP role focused on net-new logo velocity , the AVP of Key Accounts is tasked with maximizing the long-term Lifetime Value (LTV) and strategic alignment of our highest-impact customers. You will lead a sophisticated "sell to, sell through, and sell with" motion, ensuring Okta is not just a vendor, but a core component of the customer’s long-term technology roadmap.

Strategic Portfolio Expansion: Consistently exceed revenue targets by driving a culture of complex, multi-million dollar expansion within the world’s largest enterprises.
Organizational Design: Build and execute a specialized business plan that captures key opportunities within strategic accounts, moving away from broad market tactics toward deep-account penetration.
Operational Excellence: Maintain a rigorous, operationally sound forecasting cadence using MEDDPICC, providing executive leadership with clear visibility into complex, high-stakes revenue streams.
Global Influence: Act as a visionary and influencer without authority across the global Okta ecosystem, ensuring Product, Finance, and Legal are aligned to the bespoke needs of Key Accounts.
Elite Talent Development: Attract, recruit, and mentor your team of six Key Account Directors, fostering a "Strategist" mindset and a results-driven culture.

Global C-Suite: Serve as a peer and trusted advisor to the highest-ranking executives (CEO, CFO, CIO) at our most valuable customers, confidently navigating multi-year strategic discussions.
The Key Account Ecosystem: Lead and coordinate a sophisticated, cross-functional organization of Sales Engineers and Customer Success experts to deliver a seamless, high-outcome customer experience.
Internal Product Leadership: Drive the "Voice of the Key Account" internally, collaborating with Product Management to influence the roadmap based on the unique scale requirements of our top-tier customers.
External Ecosystem: Leverage Okta’s GSI Partnerships, managing these relationships from a holistic point of view to drive "sell with" motions at the highest levels.
What You Bring to the Role
Second-Line Leadership: 3+ years of experience as a second-line sales leader, with a proven track record of managing high-performing teams and delivering $20M+ in ARR.
SaaS Mastery: 10+ years of experience building sales teams in a SaaS/Cloud environment with a deep understanding of complex GTM selling motions.
Strategic Depth: Proven success selling into the C-suite of the world's largest companies and navigating highly complex, multi-year sales cycles.
Framework Expertise: Mastery of sales frameworks (specifically MEDDPICC) to drive predictable results in non-transactional, high-value environments.

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Below is the annual On Target Compensation (OTE) range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit: https://rewards.okta.com/us.

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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.