Okta for Developers · 1 week ago
Key Accounts Director, Washington DC
Washington, DC
Full-time
Hybrid
Director/Executive
$356K/yr - $534K/yrOkta is The World’s Identity Company, providing secure access and authentication solutions. The Key Accounts Director is responsible for managing and expanding revenue within strategic accounts, acting as a business strategist and primary contact for key stakeholders.
Computer Software
Responsibilities
Account Growth: Consistently exceed revenue targets by identifying, qualifying, and closing complex, multi-million dollar expansion opportunities (up-sells and cross-sells) within the assigned portfolio
Strategic Planning: Develop and execute comprehensive, multi-year strategic account plans that map executive relationships, solution alignment, and maximizing the long term value for each assigned top account
Sales Process: Accurately forecast revenue and maintain a robust pipeline of opportunities, providing clear visibility into potential revenue and risk to executive leadership
Negotiation: Expertly manage highly complex contract negotiations and renewals, involving internal Legal, Finance, and Procurement teams
Portfolio Leadership: Lead through leveraging our entire product portfolio of offerings (Okta, Auth0 and AI), acting as both visionary and influencer without authority
Customer C-Suite: Serve as the primary executive contact and trusted advisor, confidently holding strategic discussions and influencing decisions with the highest-ranking executives (CEO, CFO, CIO)
Ecosystem: Lead and coordinate a dedicated, cross-functional account team (Sales Engineers, Customer Success, etc.) without having direct reporting authority, ensuring a cohesive customer experience
Technology: Drive the voice of the customer internally, collaborating with Product Management to influence the roadmap based on the unique needs and scale requirements of our top accounts
External Ecosystem: Leverage Okta’s GSI Partnerships, managing these relationships from a more holistic point of view, including 'sell to, sell through, sell with'
Qualification
Required
Proven executive presence and engagement
Ability to drive demand
Navigate highly complex sales cycles
Drive dedicated cross-functional account teams globally
Manage a select portfolio of named, multi-million dollar accounts
Serve as the primary executive contact for key stakeholders
Consistently exceed revenue targets by identifying, qualifying, and closing complex, multi-million dollar expansion opportunities
Develop and execute comprehensive, multi-year strategic account plans
Accurately forecast revenue and maintain a robust pipeline of opportunities
Expertly manage highly complex contract negotiations and renewals
Lead through leveraging our entire product portfolio of offerings
Serve as the primary executive contact and trusted advisor to customer C-Suite
Lead and coordinate a dedicated, cross-functional account team
Drive the voice of the customer internally
Leverage Okta's GSI Partnerships
Benefits
Health, dental and vision insurance
401(k)
Flexible spending account
Paid leave (including PTO and parental leave)
Company
Okta for Developers
Resources for developers using Okta’s Identity services: Okta's Customer Identity Cloud (aka Auth0 by Okta or CIC) and Workforce Identity Cloud (WIC).
Founded in 2009
1001-5000 employees
Funding
Current Stage
Late StageCompany data provided by crunchbase