Okta · 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, focused on providing secure access and authentication solutions. They are seeking a Key Accounts Director who will manage and expand revenue within strategic, high-value accounts, acting as a business strategist and primary contact for key stakeholders.
CRMEnterprise SoftwareIdentity ManagementIT InfrastructureManagement Information SystemsSoftwareWeb Development
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
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
Okta is a management platform that secures critical resources from cloud to ground for workforce and customers.
Founded in 2009
5001-10000 employees
H1B Sponsorship
Okta has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (117)
2024 (133)
2023 (108)
2022 (201)
2021 (142)
2020 (120)
Funding
Current Stage
Public CompanyTotal Funding
$1.23BKey Investors
Sequoia CapitalAndreessen Horowitz
2020-06-08Post Ipo Equity· $1B
2017-04-06IPO
2017-03-30Secondary Market
Leadership Team
Todd McKinnon
CEO & Co-Founder
Frederic Kerrest
Vice-Chairman & Co-Founder
Recent News
2026-01-18
BiometricUpdate.com
2026-01-16
Company data provided by crunchbase