# Area Sales Director, Strategic Sales

**Company:** [Okta](https://hotfix.jobs/companies/okta)
**Location:** Los Angeles, CA, San Francisco, CA
**Role:** Engineering Management
**Salary:** $376k – $517k/yr
**Experience:** 15+ years
**Skills:** SaaS, Cloud Computing, Enterprise Sales, Strategic Sales, Sales Leadership, MEDDPICC, Challenger Selling, Solution Selling, Sandler, Pipeline Management, Sales Forecasting, Market Intelligence, Salesforce
**Posted:** 2026-08-10

> Leads and develops a team of quota-carrying Strategic Account Executives serving large enterprise customers. The role requires extensive software sales leadership experience, strong SaaS/cloud go-to-market expertise, consultative selling mastery, and a consistent record of exceeding targets.

## Job Description

## Responsibilities
- Attract, recruit, hire, and mentor the Strategic Account Executive sales team.
- Lead a team of Strategic Account Executives managing the company’s largest customers.
- Create an open, inclusive, team-oriented environment with a results-driven culture of accountability and transparency.
- Set expectations, follow through effectively, and provide coaching and mentorship.
- Deliver and exceed sales targets while ensuring company goals are achieved consistently and sustainably.
- Analyze data and market dynamics to maximize existing successes and create new sales growth opportunities.
- Forecast monthly, quarterly, and annual targets for assigned regions and manage supporting metrics such as pipeline coverage and average selling price.
- Design, build, and execute enterprise business plans that generate short-term results while maintaining a long-term perspective.
- Establish sales force structures, process strategies, and resource plans to capture opportunities in target markets, enterprise accounts, partners, and industry verticals.
- Own the pipeline-generation strategy and collaborate with internal stakeholders to execute it.
- Maintain market intelligence and develop strategies to sustain market leadership.
- Define and communicate long-term vision and strategy.

## Requirements
- 15+ years of experience building and running strategic sales teams in the software industry.
- 7+ years of experience as a frontline sales leader.
- Deep understanding of SaaS and cloud go-to-market models and the roles required for effective customer engagement.
- Relevant software industry experience in IT systems, cloud enterprise or infrastructure management, application development and management, security, business applications, and/or analytics.
- Consistent record of meeting or exceeding targets and objectives personally and as a leader.
- Excellent leadership and influencing skills, with the ability to build strong internal and external business partnerships.
- Mastery of consultative and solution-selling methodologies such as MEDDPICC, Challenger, Solution Selling, and Sandler.
- Technical aptitude and experience selling to CEOs, CFOs, CIOs, CTOs, and lines of business.

## Compensation and Benefits
- Annual on-target compensation (OTE) for candidates located in California, excluding the San Francisco Bay Area, Colorado, Illinois, New York, and Washington: **$376,000–$517,000 USD**.
- Equity, where applicable.
- Health, dental, and vision insurance.
- 401(k).
- Flexible spending account.
- Paid leave, including PTO and parental leave.
- In-person onboarding during the first week at the San Francisco, CA or Chicago, IL office.

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