Area Vice President, Key Accounts ( West)

Secure Every Identity, from AI to Human

Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence.

This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.

Area Vice President, Key Accounts

Role

The Architect of Strategic Growth

The Area Vice President (AVP) of Key Accounts is the visionary leader responsible for the strategy, execution, and massive expansion of Okta’s most significant global relationships. Reporting directly to the

VP of Key Accounts

, this role goes beyond traditional sales leadership; the AVP acts as a high-level business architect, orchestrating an elite team of

six Key Account Directors (KADs)

to deepen Okta’s footprint within a select portfolio of multi-million dollar, world-class organizations.

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.

Results

What You Will Achieve

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.

Relationships

Who You Will Impact

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.

Architectural Mindset

The ability to outline a long-term vision and strategy while maintaining the humility and confidence to lead a team of expert KADs.

P24479_3335574

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

.

The annual OTE range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between:

$456,000

—

$684,000 USD

The Okta Experience

Supporting Your Well-Being

Driving Social Impact

Developing Talent and Fostering Connection + Community

We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one.

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.

Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, please

click here

to view our full NYC AEDT Notice.

Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Personnel and Job Candidate Privacy Notice at

https://www.okta.com/legal/personnel-policy/

.