Cody Snay
Corporate Area Sales Director, Okta — Regional Sales Director, West
15+ years in sales and 8+ years leading high-performing enterprise teams. Currently managing 7 AEs across the West and a $50M book of business, with a track record of technical, multi-threaded deals from $1M to $2.5M.
linkedin.com/in/cody-snayStrategic Focus
Multi-threaded enterprise selling across security, engineering, IT, and executive buyers
Team Building
7 AEs across Bay Area, Pacific Northwest, Utah, and Denver
Proven Results
Global #1 Select team at Cisco Meraki, $75M field book across Canada and the Southern USA, current $50M book, 7-AE Western team, and 200% H2 FY27 YoY growth from two $1M–$2.5M strategic wins.
Agenda
A comprehensive overview of my approach to scaling Okta Workforce Identity enterprise sales
About Me
Professional expertise meets personal passion
Strategic enterprise sales leader with 15+ years in sales (since 2009, including 1 full year in Enterprise Networking) and 8+ years managing high-performing teams (since 2017) at Okta and Cisco Meraki.
Currently leading 7 AEs across the Bay Area, Pacific Northwest, Utah, and Denver while managing a $50M book of business. H2 FY27 is at 65% annual achievement with 200% YoY growth, driven by two strategic opportunities closed last quarter at $1M–$2.5M each. I lead with structured coaching, technical buyer alignment, and a high-accountability culture.
Oakland resident with my wife and two sons (5.5 and 3 years old). Passionate about building the same discipline and teamwork I bring to athletics into world-class sales organizations.
The same grit that gets me through a marathon is what drives me to build #1 revenue teams.
Why Me for Runlayer Regional Sales Director, West
A complete field-sales operating range: international and commercial selling, enterprise execution, multi-technology fluency, and partner-led growth.
I have led field sellers across Canada and the Southern USA while carrying a $75M book at Cisco Meraki, and now lead 7 AEs across four Western markets. That range gives me credibility with sellers, partners, technical buyers, and executives—and lets me earn trust quickly without relying on pre-existing relationships.
I sell into complex environments by building alignment across security, engineering, IT, finance, and executive stakeholders. My enterprise motions are multi-threaded, outcome-led, and grounded in the technical details buyers need to make confident decisions.
Hosting two Win Labs per week with my team, focused on the Mantra and tying PBOs to Metrics and solutions. COTM is not a talking point for me—it is a weekly operating rhythm I use to coach discovery, deal strategy, and executive alignment.
I currently lead 7 AEs across the Bay Area, Pacific Northwest, Utah, and Denver while managing a $50M book of business. Last quarter, I helped close two strategic opportunities valued at $1M–$2.5M each—proof that I have led true enterprise deals with significant complexity, executive visibility, and technical depth.
Scale & Complexity
Leads 7 AEs across four Western markets with operating rigor built for complex, multi-stakeholder enterprise motions.
Large ARR Management
Currently manages a $50M book of business across Bay Area, Pacific Northwest, Utah, and Denver; strategic opportunities have reached $1M–$2.5M in value.
Immediate Impact
I ramp through field presence, customer and partner listening, and disciplined operating cadence—bringing credibility earned across international, commercial, enterprise, and reseller motions.
People Management
Leading 7 AEs across the West, coaching for technical enterprise selling, and building a team engine that scales
Earn Trust Through Field Credibility
I build trust through field presence, direct customer engagement, and a history of leading sellers across Canada, the Southern USA, and the Western U.S. I bring the credibility to coach, inspect, and support without relying on existing relationships.
Bring the Full Selling Range
I have sold internationally and commercially, led direct enterprise motions, worked across multiple technologies, and built partner/reseller routes to market. I understand how each motion connects to revenue and how to coach sellers through it.
Win Labs Leadership
I currently lead 7 AEs across the Bay Area, Pacific Northwest, Utah, and Denver. I use recurring deal coaching and Win Labs to sharpen technical discovery, multi-threading, and executive alignment.
Command of the Message Champion
I'm a huge advocate of our sales methodology. My team focuses on the Mantra and tying Positive Business Outcomes to Metrics and solutions. This creates consistent, repeatable success.
Clear Goals and Accountability
Set clear expectations immediately. Implement tracking and accountability across Numbers, Behavior, and Activities. Everyone knows where they stand.
Continuous Improvement Culture
Provide coaching and constructive feedback using Challenger and Radical Candor methodologies. Encourage knowledge sharing across the team and with cross-functional partners.
Lead by Example
Model the behaviors and work ethic I expect. Be a constant student of Okta's expanding product portfolio. Remain involved daily without exception.
Build a Diverse, High-Potential Team
Focus on individuals who are process-oriented, have grit, are coachable, and constantly searching to improve. "Always improving" (inside or outside of work) is my highest priority—this characteristic consistently represents the hardest working and highest potential individuals.
Maintain a Continuous Pipeline
Always be interviewing. Build relationships with high performers in adjacent segments (Corporate AEs ready for Enterprise) and maintain a funnel of candidates. Work with recruiting partners to identify star talent early.
Hire for Enterprise Customer Selling
Prioritize candidates who can sell to technical and executive buyers, build multi-threaded relationships, and navigate complex enterprise organizations. Look for curiosity, deal judgment, and comfort leading strategic opportunities.
Key Hiring Criteria
My expectations are broken down into three clear areas: Numbers, Behavior, and Activities. While I'm not a micromanager, I believe in the "trust but verify" model—everyone needs accountability.
Numbers
- Quota Attainment
- YoY Growth
- Pipeline Generation
Behavior
- Punctuality
- Attitude & Respect
- External Engagement
- Professionalism
Activities
- Calls & Emails
- Demos & Trials
- Customer Meetings
- SFDC Hygiene
Coaching Process
If two of three areas are being met satisfactorily, I have one area to coach. If two of three areas are not being met, I pursue documented coaching:
- 1.1 full quarter of direct feedback and coaching with active monitoring
- 2.1-2 months of documented coaching if results aren't obtained
- 3.1 month PIP as final step
I've successfully performance managed out tenured underperformers when necessary—maintaining high standards protects the team and culture.
Business Management
Cross-functional alignment, partner engagement, field presence, and executive strategies for enterprise customer growth
Success with enterprise customers requires tight alignment across multiple teams. I'll establish recurring sync points with key stakeholders to drive coordinated execution on upsells, true-ups, and renewals.
Partners
Bi-weekly syncs with partner team to identify co-sell opportunities, leverage partner relationships for enterprise expansion, and drive joint customer success.
Partner LeverageMarketing
Collaborate on enterprise campaigns, customer events, and ABM plays. Leverage Okta's content around ITP, ISPM, and identity security thought leadership.
Campaign AlignmentSDRs
Weekly pipeline reviews and account planning. Align on target contacts within existing customer accounts for expansion opportunities.
Pipeline GenerationSales Engineers
Bi-weekly technical enablement and deal strategy sessions. Ensure AEs understand ITP, ISPM, OPA, ODA, O4AA positioning and technical value props.
Technical EnablementHR & Recruiting
Monthly talent pipeline reviews. Maintain continuous recruiting motion and career development plans for team members.
Talent PipelineCustomer Success & Renewals
Monthly syncs on customer health, adoption metrics, and renewal risk. Joint planning for expansion and true-up conversations.
Customer HealthPartners provide significant opportunity for enterprise customer expansion. I'll drive a partner-first approach for implementation services, managed security, and customer success.
Leverage Implementation Partners
Work with SI partners who already have relationships in our customer accounts. Use their trusted advisor status to position new Okta products and drive expansion.
Joint Customer Success
Partner with MSSPs and managed identity providers to drive adoption and value realization—leading to upsells and positive renewals.
Partner-Sourced Expansion
Establish KPIs around partner-influenced expansion pipeline. Recognize and reward AEs who effectively leverage the partner ecosystem for customer growth.
Joint Business Planning
Conduct quarterly business reviews with top partners focused on our shared enterprise customers. Align on upsell strategies and renewal playbooks.
Enterprise customer relationships require face-to-face engagement. I'll establish clear expectations around field presence and customer meetings—being in the field is non-negotiable.
In-Territory Expectation
AEs should be meeting with enterprise customers in-person regularly. Face-to-face builds trust, uncovers expansion opportunities, and accelerates deals.
Customer Events
Host quarterly customer events (executive dinners, roundtables, technical workshops) to strengthen relationships and identify upsell opportunities.
Executive Engagement
For strategic accounts, facilitate executive-to-executive engagement. Bring in Okta leadership for key meetings, QBRs, and renewal conversations.
Establish Executive Outreach and Alignment
For enterprise accounts with expansion potential, AEs must develop relationships beyond their day-to-day technical contacts. This means engaging CISO, CTO, VP of IT, and other executive stakeholders.
Map the Organization
Understand reporting structures, decision-makers, and influencers across Security, IT, and Infrastructure teams.
Executive Sponsorship
Identify and cultivate executive sponsors who can champion Okta internally and support expansion/renewal decisions.
Remain Multi-Threaded
Single-threaded deals are high-risk, especially in enterprise renewals. AEs must maintain relationships across multiple personas and departments to de-risk renewals and uncover expansion opportunities.
Key Personas for Okta Enterprise
Customer Executive Connect (CEC) Program
Leverage Okta's executive team for strategic account engagement. Schedule CEC sessions for high-value expansion opportunities and at-risk renewals to demonstrate commitment and align on business outcomes.
I'm a believer in repeatable processes that never waver. Managers and sellers want a leader who is the rock—never falters and leads the charge. These recurring meetings take priority.
Team Cadences
- Weekly 1:1s with each AE
- Weekly team meetings
- Bi-weekly Win Labs (Command of the Message)
- Monthly pipeline deep-dives
- Quarterly QBRs
Cross-Functional Cadences
- Bi-weekly Marketing sync
- Bi-weekly SE Manager sync
- Monthly Customer Success & Renewals sync
- Bi-weekly Partner org sync
- Monthly HR/Recruiting sync
Revenue Management
Operating rhythm, KPIs, and strategies to maximize Okta enterprise customer value through upsell, true-up, and positive renewals
Clear metrics and inspection rhythms drive accountability and predictable revenue growth. I'll establish data-driven KPIs aligned with enterprise customer expansion.
Upsell & Expansion
- Product attach rate
- Expansion ARR per account
- Cross-sell velocity
- New product adoption (ITP, ISPM, etc.)
True-Up & Renewals
- Net revenue retention
- True-up capture rate
- Renewal rate
- Multi-year conversion
Pipeline Health
- Pipeline coverage (3-4x)
- Pipeline generation
- Stage progression velocity
- Forecast accuracy
Activity Metrics
- Executive meetings
- Product demos
- QBRs completed
- SFDC hygiene score
Weekly Inspection Rhythm
Monday: Pipeline Review
Review commit forecast, stage progression, and at-risk deals. Identify where to focus resources for the week.
Wednesday: Deal Strategy
Deep-dive on large expansion opportunities. Multi-threading, competitive positioning, and close plans.
Thursday: Win Labs & Coaching
Command of the Message practice. Review customer interactions and provide real-time coaching on PBOs and Metrics.
Friday: Renewal Planning
Focus on upcoming renewals, at-risk accounts, and true-up opportunities. Plan next week's customer meetings.
For expansion opportunities $50k and above, I'll be directly involved in deal strategy, customer engagement, and close planning. This ensures we're maximizing win rates on high-value deals.
Deal Strategy Sessions
Weekly reviews of large opportunities. Assess competitive landscape, validate multi-threading, and ensure we have executive sponsorship.
Customer Engagement
Join key customer meetings to build relationships, demonstrate commitment, and help navigate complex organizational dynamics.
Close Planning
Develop mutual close plans with clear milestones, stakeholder alignment, and risk mitigation strategies for every large deal.
Where Are the Large Expansion Opportunities?
I'll work with Sales Ops and the team to identify accounts with the highest expansion potential based on current usage, whitespace, and product fit.
New Product Adoption
Target accounts that are early adopter candidates for ITP, ISPM, OPA, ODA, and O4AA. Leverage my experience with technically savvy customers.
True-Up Opportunities
Identify accounts with usage exceeding contracted levels. Proactively approach true-up conversations as value discussions, not compliance enforcement.
Platform Consolidation
Find accounts using point solutions for identity governance, PAM, or threat protection that can consolidate onto Okta's unified platform.
Workforce Identity Expansion
Identify accounts with whitespace in advanced identity security features and position Workforce Identity product suites for comprehensive security coverage.
Top Accounts Strategy
Identify the top 20% of accounts that will drive 80% of expansion revenue. Build comprehensive account plans with clear stakeholder maps, product roadmaps, and executive engagement strategies.
While pursuing large strategic expansions, we need quick wins to build momentum and confidence. I'll identify easy expansion opportunities and fast-close scenarios.
Product Attach Plays
Identify customers using SSO/MFA who haven't adopted Lifecycle Management, Advanced Server Access, or identity governance products.
30-45 Day CloseUsage True-Ups
Proactively identify accounts exceeding contracted user counts. Position true-up as a value conversation with potential for multi-year commitment.
15-30 Day CloseEarly Renewal Upsells
Contact customers 9-12 months before renewal. Bundle additional products and lock in multi-year commitments with early renewal incentives.
60-90 Day CloseRetention is revenue. I'll implement early warning systems and proactive engagement strategies to identify and mitigate churn risk before it's too late.
Early Warning Indicators
- Declining product usage or engagement metrics
- Executive sponsor turnover or organizational changes
- Support ticket volume or escalations increasing
- Lack of engagement (no meetings in 60+ days)
- Competitive activity or RFP requests
Proactive Mitigation Strategies
- Quarterly business reviews with all at-risk accounts
- Executive engagement and CEC sessions to rebuild relationships
- Product adoption workshops and technical enablement
- Introduce new products that solve emerging pain points
- Early renewal conversations with incentives (9-12 months out)
Churn Prevention is a Team Sport
Work closely with Customer Success, Support, and Product teams to identify at-risk accounts early. Establish a weekly churn risk review and assign clear ownership for mitigation plans.
Command of the Message Excellence
Drive consistent use of Positive Business Outcomes tied to Metrics in every customer conversation. Win Labs twice weekly ensure team mastery of the methodology.
Event-Driven Expansion
Leverage Okta events (Oktane, regional meetups) and customer advisory boards to generate expansion pipeline. Host executive dinners and technical workshops.
Competitive Displacement
Build targeted plays against point solutions (SailPoint, Ping, legacy PAM). Train AEs on competitive positioning and TCO analysis for platform consolidation.
Data-Driven Account Planning
Work with Sales Ops to leverage usage data, whitespace analysis, and propensity scoring to prioritize accounts with highest expansion potential.
30/60/90 Day Plan
A field-led enterprise growth roadmap built on listening, credibility, partners, and disciplined execution
- 1:1s with every team member to understand strengths, goals, and opportunities
- Establish clear expectations and scorecard from day one
- Start bi-weekly Win Labs (Command of the Message)
- Understand each AE's book of business and priorities
- Map relationships with SEs, CSMs, and partners
- Set recurring cross-functional cadences
- Understand the West enterprise customer and partner landscape
- Align with leadership on expectations, operating cadence, and growth priorities
- Identify top accounts by expansion potential
- Review all upcoming renewals (next 6 months)
- Identify quick-win true-up opportunities
- Assess pipeline health and coverage
- Command of the Message deep-dive training
- ITP, ISPM, OPA, ODA, O4AA product sessions with SEs
- Establish PBO-to-Metrics coaching framework
- Identify coaching priorities for each AE
- Join key customer meetings (strategic accounts)
- Schedule QBRs with at-risk renewals
- Launch Customer Executive Connect for top accounts
- Host first customer dinner or roundtable
- Publish expansion playbook by product
- Set attach-rate targets by Okta product
- Establish weekly pipeline inspection rhythm
- Identify $50k+ deals for direct involvement
- Institutionalize quarterly QBRs for all AEs
- Establish Pipeline Deep Dive process
- Identify promotion candidates and career paths
- Refine performance management approach
- Analyze conversion rates and cycle times
- Review partner-sourced expansion mix
- Optimize SE and CSM resource allocation
- Tune cross-functional cadences based on learnings
- Launch competitive displacement campaigns
- Establish churn early-warning system
- Create account tiering and prioritization model
- Set H2 targets and territory strategy
Success Metrics
Team trust earned, field and partner context established, quick wins identified
Customer engagement active, pipeline building, Command of the Message embedded
Scalable systems, optimized performance, expansion motion in full swing
Proof & Recognition
A career of leading field teams, selling enterprise technology, and creating revenue through direct and partner-led motions
Key Achievements
Program Leadership
Key Achievements
Program Leadership
Ready for Runlayer's West region: I bring the operating discipline of a $50M book, the geographic leadership of a seven-AE team, and direct experience closing $1M–$2.5M strategic opportunities with complex technical and executive buyer groups.