Key Accounts Director

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.

The Key Account Director role involves managing and significantly expanding revenue within 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.

Results:

• Consistently exceed revenue targets by identifying, qualifying, and closing complex, multi-million dollar expansion opportunities within the assigned portfolio.
• 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.
• Accurately forecast revenue and maintain a robust pipeline of opportunities, providing clear visibility into potential revenue and risk to executive leadership.
• Expertly manage highly complex contract negotiations and renewals, involving internal Legal, Finance, and Procurement teams.
• Lead through leveraging the entire product portfolio of offerings (Okta, Auth0 and AI), acting as both visionary and influencer without authority.

Relationships:

• Serve as the primary executive contact and trusted advisor, confidently holding strategic discussions and influencing decisions with the highest-ranking executives (CEO, CFO, CIO).
• Lead and coordinate a dedicated, cross-functional account team (Sales Engineers, Customer Success, etc.) without having direct reporting authority, ensuring a cohesive customer experience.
• 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.
• Leverage Okta’s GSI Partnerships, managing these relationships from a more holistic point of view, including “sell to, sell through, sell with”.

The OTE range for this position for candidates located in the San Francisco Bay area is between $356,000-$534,000 USD. 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).