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Sr. Director, Sales Effectiveness


Location: United States

Job Type: Full time


Okta is looking for an outstanding leader to run our sales effectiveness teams. In this role, you will be responsible for working with regional sales leadership and effectiveness teams to boost sales productivity through measurable sales training, best practices, coaching and initiatives. You’ll partner closely with the global field enablement team to communicate regional sales effectiveness needs, and to deliver and execute on enablement initiatives.

The ideal candidate has demonstrated experience in working cross collaboratively within enablement organizations and a deep understanding of sales and the nuances of regions and roles. Your focus will be on building a high-performing team closely aligned with the AMER, EMEA and APJ regional sales organizations. Through data driven enablement recommendations, insights and initiatives, your team will help a company like Okta achieve aggressive growth, revenue targets and attract and retain top talent. And ultimately, improve the quality of conversation with prospects and customers.


  • Lead, grow, and evolve a high performing team of global sales effectiveness professionals in AMER, EMEA and APJ regions.
  • Establish sales effectiveness as a critical business partner through the delivery of relevant, measurable, timely initiatives aimed at increasing productivity and win rates.
  • Prioritize the enablement needs of the regional sales teams and create a monthly effectiveness enablement plan by role/region as a subset of the global sales enablement plan.
  • Partner with the global enablement team to assist in the creation and delivery of role-based specific onboarding and ongoing enablement programs.
  • Contribute to the success of global enablement initiatives through excellence in delivery and execution.
  • Ensure successful adoption of enablement priorities by close monitoring of the sales process, MEDDPICC and sales methodologies in region, provide coaching and work collaboratively across enablement teams to identify needed content, training and programs to close identified gaps.
  • Create forums that allow sales to share best practices, transfer tribal knowledge and promote peer-to-peer learning and connections.
  • Build a strong relationship with sales operations and strategy teams to communicate gaps in processes and documentation impacting sales effectiveness and develop plans to remedy.
  • Work closely with the SVP, Field Enablement to build and deliver the annual and quarterly enablement plan.
  • Be an expert with regards to enablement best practices, and provide thought leadership to position global Okta’s sales enablement team as the model in the industry.


  • Deep understanding of sales effectiveness strategies and sales across a multiple of roles
  • Experience working with sales effectiveness and sales teams across multiple regions
  • Proven track record in building relationships and credibility with sales leaders
  • Deep understanding of sales process, account planning, territory planning, forecast management, opportunity qualification (MEDDPICC) across strategic, enterprise and commercial segments
  • Experience building and scaling sales effectiveness globally to make programs repeatable
  • High energy, charismatic, operational individual with excellent communication skills
  • Leadership DNA, proven ability to excite and lead a sales effectiveness team and collaborate across enablement functions and the business
  • Ability to deliver results in a global, matrixed environment
  • Strong communication and presentation skills
  • Experience in rolling out sales processes, sales methodologies and skills based training across multiple roles within sales

Desired Skills and Experience:

  • 8+ years of sales enablement
  • Sales experience and/or technical proficiency provides added credibility
  • Industry and product knowledge is a plus
  • Experience managing managers
  • Ability to travel domestically and internationally ~30% of the ti

((Colorado, New York and Washington only*) Minimum OTE of $178,000/year + equity + benefits))


Okta is an Equal Opportunity Employer

Okta’s Top 5 Core Leadership Competencies are part of the deeply ingrained principles that guide all of our company’s actions. They also align strongly to our cultural cornerstones, our Okta values: love our customers, empower our people, never stop innovating, act with integrity, and maintain transparency. It’s our expectation that our managers and leaders embody these core competencies:

  • Builds Effective Teams: Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.
  • Demonstrates Self-Awareness (EQ): Using a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses.
  • Develops Talent: Developing people to meet both their career goals and the organization’s goals.
  • Drives Results: Consistently achieving results, even under tough circumstances.
  • Strategic Mindset: Seeing ahead to future possibilities and translating them into breakthrough strategies.

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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