Vice President of Enterprise Sales, East
Leads East Enterprise Sales team to build high-performing organization, drive revenue growth, exceed targets, and execute GTM strategies for Okta's identity platform. Requires 10+ years sales leadership experience with proven $20M+ ARR growth.
About the job
Responsibilities
- Team Leadership: Attract, recruit, hire, and mentor the Enterprise sales leadership team, fostering an open, inclusive, and results-driven culture.
- Performance & Execution: Deliver and overachieve sales targets consistently and sustainably.
- Forecasting & Strategy: Accurately forecast targets and develop comprehensive business plans for short- and long-term growth.
- Go-to-Market: Define value propositions, implement sales/marketing strategies, own pipeline generation, and maintain market intelligence.
- Cross-Functional Collaboration: Collaborate with sales engineering, channels, customer success, professional services, product, legal, marketing, and engineering.
- Ecosystem Development: Develop senior-level contacts within the Okta partner ecosystem (ISVs, resellers, GSIs).
Requirements
- Experience: 10+ years building/running Enterprise sales teams in software; 3+ years as second-line leader; led $20M+ ARR org with 40%+ growth.
- Industry Knowledge: Experience in IT systems, cloud infrastructure, security, SaaS/Cloud GTM models.
- Sales Acumen: Proven track record exceeding targets; mastery of consultative selling (MEDDPICC, Challenger); C-level sales experience.
- Leadership Skills: Strong leadership, influencing, business planning; talent development in fast-growth environments.
- Personal Attributes: Strategic mindset, operational skills, high EQ, polished communication/presentation skills.
Compensation
Annual OTE range: $560,000 - $840,000 USD (for CA excl. SF Bay, CO, IL, NY, WA), plus equity and benefits.
Skills
MEDDPICC, Challenger Sale, SaaS Sales, Cloud Gtm, Consultative Selling, Pipeline Management, Forecasting, C-Level Sales
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