Okta · 1 week ago
Vice President, Key Accounts
San Francisco, CA
Full-time
Hybrid
Director/Executive
$520K/yr - $780K/yr
15+ years expOkta is The World’s Identity Company, providing secure access and authentication solutions. The Vice President of Key Accounts will be responsible for the vision and strategy of key customer relationships, building a high-performing sales organization to drive growth and success in the Key Accounts program.
CRMEnterprise SoftwareIdentity ManagementIT InfrastructureManagement Information SystemsSoftwareWeb Development
Responsibilities
Design, build, and execute a multi-year strategy and operational framework for the entire Key Accounts program, ensuring its alignment with corporate objectives
Own and consistently exceed the revenue, growth, and P&L targets for the multi-hundred million dollar Key Accounts business, delivering accurate forecasting for the company's most complex revenue streams
Attract, hire, mentor, and lead a team of high-performing leaders (AVPs), fostering a culture of accountability, strategic thinking, and operational excellence
Serve as the primary executive sponsor for our most critical customer relationships, driving top-to-top alignment and acting as the ultimate escalation point and trusted advisor
Evolve the 'sell to, sell through, and sell with' GTM model, pioneering new approaches to deep account penetration and leveraging the GSI ecosystem to create outsized value
Serve as a key member of the senior sales leadership team, acting as the definitive voice of the Key Accounts program and influencing overall GTM strategy
Cultivate and maintain peer-level relationships with the most senior executives (CEO, CIO, Board Members) at our largest customers and strategic partners across the US
Lead, inspire, and align the entire ecosystem of AVPs, Key Account Directors, and dedicated cross-functional teams toward a unified vision and strategy
Partner with all cross functional peers across Product, Marketing, Finance, HR and Legal to champion the needs of our most strategic accounts and influence the corporate roadmap
Qualification
Required
5+ years of experience as a 3rd line leader (or highly experienced second-line leader), with a demonstrated track record of leading leaders and scaling a sales organization
15+ years of enterprise software sales experience, including proven success building and scaling a business unit in excess of $100M+ ARR with predictable, high-growth results
Deep expertise in creating and executing a key account program, with a history of managing multi-hundred million dollar portfolios
Unparalleled executive presence and a proven ability to negotiate multi-year, nine-figure contracts and build trusted-advisor relationships with C-level executives of Fortune 100 companies
A master of value-selling methodologies (e.g., MEDDPICC) and a data-driven approach to building scalable, repeatable processes for forecasting, planning, and execution
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.
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