We are seeking a transformation leader to lead our high-growth Sales Development team. As the leader of Sales Development, you will be responsible for owning the management of overall inbound business development and outbound prospecting pipeline strategy and execution. You will lead & motivate a team of highly driven and successful SDR Leaders, implementing efficient processes & tools that optimize for scale in a fast-paced innovative and collaborative environment. This role reports to the Vice President, Sales Development.

This is a high visibility role that is responsible for hiring, on-boarding, and coaching a group of high performing sales professionals while collaborating with many other departments within our Go To Market Function (Marketing, Operations and Sales etc.). You will have the opportunity to take on a recently formed team and further develop our one-to-one outreach strategies to help build pipelines and revenue in the world’s largest organizations.

At Okta, our mission is to maintain a people-first, diverse, and inclusive culture. You will focus on coaching and mentoring SDRs on their team to be successful outbound pipegen reps. You will need to be an expert in prospecting and account planning strategies with a high growth company and must be able to educate others effectively in these areas. You will also focus on enabling continued growth of their reps in preparation for their progression here at Okta. If you thrive in a fast-paced environment and are eager to take ownership over a large revenue generating piece of the business, we want to hear from you!

Core Responsibilities

• Lead front-line managers to establish rigor in their businesses, develop Sales development talent, and deliver cross-functional improvements to ENT sales growth
• Manage the execution of the overall strategy for obtaining more inbound and outbound prospecting pipelines
• Maintain a strong focus on outcomes and impact
• Develop your team’s skills for prospecting, qualifying, and Opportunity creation
• Provide regular coaching, feedback, and professional development while prioritizing and maintaining an inclusive, dynamic, highly engaged team environment
• Closely monitor metrics with the aim of increasing productivity
• Partner closely with sales leadership and teams to ensure proper alignment on account coverage, target personas, opportunity quality and SDR to AE hand-off
• Plan, forecast, and understand ramp adjusted capacity to ensure the team is grown effectively, in tandem with the needs of the sales organization and the supply of inbound demand from marketing.
• Articulate the business value of Okta, and maintain in-depth knowledge of the Okta platform, our competitors, and industry trends

Requirements

• 7+ years of Sales Management experience in an enterprise sales environment
• Ability to attract, retain, and motivate exceptional SDRs and SDR managers to achieve desired results
• Proven success of delivering sales pipeline at large enterprise accounts managing outbound prospecting teams (startup/growth stage experience highly preferred)
• Experience leading and developing a sales development team at scale
• Ability to execute cross-functionally and drive for results in ambiguous, rapidly changing environments
• Able to proactively diagnose and address gaps in pipeline creation with tactical plans & campaigns cross-functionally with demand gen and field marketing teams
• Able to measure and diagnose strategic efficacy and recommend course correction/shifts to business plans
• Strong quantitative, analytical and communication skills

Okta is an Equal Opportunity Employer.

Okta is an Equal Opportunity Employer/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physial or mental disability, or status as a protected veteran.We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws. If reasonable accommodation is needed to participate in the job application or interview process, please use this Form to request an accommodation.

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Okta is rethinking the traditional work environment, providing our employees with the flexibility to be their most creative and successful versions of themselves, no matter where they are located. We enable a flexible approach to work, meaning for roles where it makes sense, you can work from the office, or from home, regardless of where you live. Okta invests in the best technologies and provides flexible benefits and collaborative work environments/experiences, empowering employees to work productively in a setting that best and uniquely suits their needs. Find your place at Okta https://www.okta.com/company/careers/.

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