[Hiring] Vice President of Enterprise Sales, East @Okta

Role Description

The Vice President of Enterprise Sales, East is a senior leadership position reporting to the Senior Vice President of Enterprise Sales. We are seeking an entrepreneurial, growth-minded, and inspiring leader to build and manage a large, high-performing sales organization that drives a significant share of revenue for Okta.

• Define market tactics and execute an effective go-to-market plan to achieve substantial annual growth.
• Lead from the front, working alongside a team of sales leaders and account executives to exceed targets.
• Act as a key spokesperson for Okta in the region and the executive sponsor for critical customer and partner relationships.

Responsibilities

• Team Leadership: Attract, recruit, hire, and mentor the Enterprise sales leadership team, fostering an open, inclusive, and results-driven culture of accountability and transparency.
• Performance & Execution: Be accountable for consistently delivering and overachieving against sales targets, ensuring Okta’s goals are met sustainably.
• Forecasting & Strategy: Accurately forecast monthly, quarterly, and annual targets. Develop, design, and execute a comprehensive business plan to generate short-term results while maintaining a long-term strategic perspective.
• Go-to-Market: Define the value proposition and implement sales and marketing strategies to maximize growth. Own the pipeline generation strategy and maintain market intelligence to secure Okta’s leadership position.
• Cross-Functional Collaboration: Provide leadership and oversight to ensure the team deploys resources efficiently. Collaborate with sales engineering, channels, customer success, professional services, product, legal, marketing, and engineering to create a seamless customer experience.
• Ecosystem Development: Develop and maintain senior-level contacts within the Okta partner ecosystem, including ISVs, resellers, and GSIs.

Requirements

• 10+ years building and running Enterprise sales teams in the software industry, with at least 3+ years as a second-line sales leader.
• Must have previously led a sales organization of at least $20M+ ARR with over 40% growth.
• Relevant experience in IT systems, cloud infrastructure, application management, security, or business applications.
• Deep understanding of SaaS/Cloud Go-to-Market models and subscription software is required.
• A proven history of exceeding targets, with a mastery of consultative selling methodologies (e.g., MEDDPICC, Challenger).
• Experience selling to C-level executives (CEOs, CFOs, CIOs, CTOs) and Lines of Business.
• Excellent leadership, influencing, and business planning skills.
• The ability to build strong partnerships, develop talent, and lead high-performing teams in fast-growing environments.
• A strategic and growth mindset, strong operational skills, high emotional intelligence (EQ), and a polished, professional demeanor with excellent communication and presentation abilities.

Benefits

• Annual On Target Compensation (OTE) range between $560,000 — $840,000 USD for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington.
• Equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave).