Key Accounts Director

# Key Accounts DirectorSan Francisco, California**Secure Every Identity, from AI to Human**Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence.This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.**Key Account Director****Role: The Strategist**The Key Account Executive (KAE) is responsible for managing and significantly expanding revenue within our most strategic, high-value accounts across the Americas. This role goes beyond transactional selling, positioning the KAE as a business strategist for the company's most important relationships.The successful candidate will manage a select portfolio of named, multi-million-dollar accounts and be the primary executive contact for key stakeholders. This role requires proven executive presence and engagement, with an ability to drive demand, navigate highly complex sales cycles, and drive dedicated cross-functional account teams globally to ensure maximum Lifetime Value (LTV) and deliver high customer outcomes.**Results: What You Will Achieve*** **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.**Relationships: Who You Will Impact*** **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\"#LI- HybridP26199Below is the annual On Target Compensation (OTE) range for candidates located in San Francisco Bay Area. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit:.The OTE range for this position for candidates located in the San Francisco Bay area is between:$356,000 - $534,000 USD**The Okta Experience**We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one.Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws.If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please to request an accommodation.Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, please to view our full NYC AEDT Notice.Individuals seeking employment at this company are considered without regards to race, color, religion,national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, genderidentity, or sexual orientation. When submitting your application above, you are being given theopportunity to provide information about your race/ethnicity, gender, and veteran status.Completion of the form is entirely **voluntary**. Whatever your decision, it will not beconsidered in the hiring process or thereafter. Any information that you do provide will be recorded andmaintained in a confidential file.If you believe you belong to any of the categories of protected veterans listed below, please indicate bymaking the appropriate selection. As a government contractor subject to Vietnam Era Veterans ReadjustmentAssistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreachand positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows:A \"disabled veteran\" is one of the following: a veteran of the U.S. military, ground, naval or air servicewho is entitled to compensation (or who but for the receipt of military retired pay would be entitled tocompensation) under laws administered by the Secretary of Veterans Affairs; or a person who was dischargedor released from active duty because of a service-connected disability.A \"recently separated veteran\" means any veteran during the three-year period beginning on the date ofsuch veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.An \"active duty wartime or campaign badge veteran\" means a veteran who served on active duty in the U.S.military, ground, naval or air service during a war, or in a campaign or expedition for which a campaignbadge has been authorized under the laws administered by the Department of Defense.An \"Armed forces service medal veteran\" means a veteran who, while serving on active duty in the U.S.military, ground, naval or air service, participated in a United States military operation for which anArmed Forces service medal was awarded pursuant to Executive Order 12985.**Pay Transparency**Okta complies with all applicable federal, state, and local pay transparency rules. For additionalinformation about the federal requirements, .By checking this box, you consent to Okta using your data to evaluate your candidacy for this role and any other current or future roles that may be a fit for your profile. You may request the removal of your data at any time by contacting
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