Cody Snay
Corporate Area Sales Director, Okta — Seeking Enterprise Sales Manager Opportunities
15+ years in sales, 8+ years managing high-performing enterprise teams. Deep Okta product expertise, Command of the Message champion, and proven record driving upsell, true-up, and expansion at scale.
linkedin.com/in/cody-snayStrategic Focus
Enterprise customer expansion through ITP, ISPM, OPA, ODA & O4AA expertise
Team Building
12+ AE promotions, Win Lab leadership, and proven performance management
Proven Results
FY25 President's Club, 98.5% FY26 attainment, #1 revenue team FY22
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.
Nearly 5 years at Okta covering Corporate for almost 2 years. Promoted 4 AEs from Corporate into management and Enterprise roles. Successfully performance managed one of the most tenured AEs in the company. Led top-5 revenue teams consecutively through structured coaching, Command of the Message, 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 Okta Enterprise SoCal
The perfect combination of existing relationships, product depth, proven methodology, and enterprise-scale experience.
I have already managed and worked alongside Drew Wiese, Matthew Butrimovitz, and Sahand Shafer—all members of the Enterprise SoCal team. We have fantastic rapport and deep mutual understanding of each other's styles. That translates directly to a fast ramp, immediate team synergy, and earned trust from day one.
My current accounts are large, technically savvy early adopters. This forced me to become deeply educated on ITP, ISPM, OPA, ODA, and O4AA—and become a passionate internal advocate. I understand how to position these niche products in complex environments and tie them to customer-specific Positive Business Outcomes.
Hosting two Win Labs per week with my team, focused on the Mantra and tying PBOs to Metrics and solutions. I would gladly open these sessions to Ryan Vandersloot to demonstrate the methodology in live action. COTM is not a talking point for me—it is a weekly operating rhythm.
At Cisco Meraki I ran the global #1 Select team with a $75M book, leading motions with 8+ AEs, enterprise-like forecasting accuracy, and complex multi-threaded deal management. My Corporate team at Okta handles accounts that rival enterprise scale—technically complex, large ARR, and expansion-first. I have lived and led the enterprise motion.
Scale & Complexity
Led 8+ AE teams with enterprise-like forecasting rigor and multi-stakeholder deal management mirroring true enterprise motions.
Large ARR Management
Managed $75M book at Cisco Meraki. Current Okta accounts are large, technically advanced, and expansion-first—enterprise by behavior.
Immediate Impact
Existing team relationships eliminate onboarding friction. Deep product advocacy on newer SKUs delivers value from week one.
People Management
Building credibility with an existing team, inspiring through Command of the Message, and creating a talent engine that scales
Leverage Existing Relationships
I've already worked with Drew, Matthew, and Sahand. I know their styles, strengths, and areas for growth. This foundation accelerates trust-building and allows us to focus on results from day one.
Demonstrate Okta Expertise
With almost 5 years at Okta covering large, technically savvy accounts, I bring deep knowledge of our products (ITP, ISPM, OPA, ODA, O4AA) and enterprise customer dynamics to share immediately.
Win Labs Leadership
I'm already running two Win Labs per week with my current team. I can bring these best practices to Enterprise SoCal immediately and demonstrate Command of the Message mastery.
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 with experience in customer expansion, renewals, and multi-product selling. Look for multi-threading ability and comfort navigating complex enterprise organizations with existing relationships.
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
Enterprise customer expansion roadmap with existing team synergy
- 1:1s with Drew, Matthew, Sahand, and all team members
- Establish clear expectations and scorecard
- 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 SoCal enterprise customer landscape
- Connect with Ryan Vandersloot on expectations
- 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 aligned with existing relationships, processes 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
Credible track record of building high-performing teams and driving enterprise revenue at Okta
Key Achievements
Program Leadership
Key Achievements
Program Leadership
Ready for Enterprise SoCal: Almost 5 years at Okta with deep product knowledge, existing team relationships with Drew, Matthew, and Sahand, and proven ability to drive expansion revenue. My Command of the Message expertise and experience with large, technically savvy accounts makes me the ideal fit to maximize enterprise customer value.