Key Accounts Director
Manage and expand revenue within strategic accounts as a business strategist at Okta.
Posted by employer 4 days ago
First seen on Joblaze 4 days ago
Last verified on the company career page 1 day ago
What you'll build
- Manage high-value accounts
- Develop strategic account plans
- Forecast revenue and maintain pipeline
- Manage contract negotiations
- Lead cross-functional account teams
Must have
- Proven executive presence
- Experience in complex sales cycles
- Ability to drive demand
AI in the day-to-day
Okta secures AI by building trusted infrastructure for organizations.
Not disclosed in this posting: years of experience, visa sponsorship.
Benefits
Joblaze summary
The Key Accounts Director at Okta focuses on managing and expanding revenue within high-value accounts, acting as a strategic partner rather than just a salesperson. This role requires expertise in navigating complex sales cycles and leading cross-functional teams to enhance customer outcomes. Ideal candidates will have a strong executive presence and a background in managing multi-million dollar accounts, making this position suitable for experienced professionals in strategic sales. The role emphasizes collaboration with C-suite executives and internal teams to drive long-term value.
Joblaze insights
- Listed 4 days ago — first seen on Joblaze November 4, 2026. Last confirmed on Okta's careers page November 7, 2026.
- Salary band is above the typical range for Sales/Marketing roles (median ~$141,081).
- Starts above 94% of 257 comparable director sales/marketing roles in United States we track (median $187,000 across 101 companies).
Quick facts
- Is the Key Accounts Director role remote?
- It's hybrid — Okta expects some on-site time in Michigan.
- What's the salary range?
- Okta lists $356,000–$534,000 for this role.
- Where is the role based?
- Okta is hiring for this position in Michigan.
- What seniority level is this role?
- Okta targets director candidates for this position.
- Is this full-time or contract?
- Full-time for this Key Accounts Director role at Okta.
From the original posting
Secure Every Identity, from AI to Human
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- Hybrid
P26199
Below 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: https://rewards.okta.com/us.
The Okta Experience
Standard company text repeated across Okta's postings is omitted here.