Enterprise Regional Sales Manager
Okta · New York, NY
Full health. Just posted.
New Business + Account Growth: you win new customers and grow existing ones.
- Base
- Not disclosed
- OTE
- $300K–$413K
- Posted
- 5h ago
Still open · checked 3h agoon Okta's careers page
The job
- What you'd do
- Sell software that controls who can log in to a company's systems, to medium-sized companies in your region. You'll find many of your own new customers and also grow existing ones.
- What you'd sell
Helps people sign in safely to all their work apps
When a company has to let its staff into dozens of work apps, it has to decide who gets in and what each person can open. The problem is, every app that handles its own logins is another door a hacker can try to break through. Okta checks who each person is in one central place, so staff can safely use any app or device and there are fewer doors for hackers to try.
In plain English, from their own job posts. Something wrong? Tell me · More Security companies →
- Who you'd sell to
- Not stated in the posting.Ask: “Who's the economic buyer, and who else is in the deal?”
- Where deals come from
- Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.
The Braun Read
Worth a lookSolid on the basics. Use the first call to fill in the gaps.
- Pay
- OTE is listed. Ask what the base is.
- Transparency
- Says nothing about quota, attainment, deal size, territory or sales cycle.
- Time on market
- Brand new.
- Company hiring
- Ramping up: posted 24 sales roles in the last 30 days. That many open roles can also mean churn. Ask how many reps are still there from last year.
Red lights
None spotted.
Green lights
- Publishes OTE. It tells you the on-target earnings up front. Most postings don't.
Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.
Questions to ask on the first call
Built from what this posting leaves out. How they answer tells you as much as what they say.
- 1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
- 2.
What's the base, and how is the rest paid out?
OTE without a base doesn't tell you what you can count on.
- 3.
Who's the economic buyer, and who else is in the deal?
Selling to a CFO and selling to a developer are different jobs.
- 4.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
- 5.
What share of last year's closed deals did reps source themselves?
Shows how much pipeline you'll have to build on your own.
- 6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.
› When the offer comes
Save these for later. They land better once they've said yes to you.
- 1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
- 2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
- 3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.