Director, Sales Development, Japan - Okta

We are seeking a transformation leader to lead our high-growth Sales Development team in Japan.  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, implementing efficient processes & tools that optimize for scale in a fast-paced innovative and collaborative environment. This role reports to the Senior Director, 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  

• Develop Sales development talent, and deliver cross-functional improvements to Japan All Segment 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 to achieve desired results 
• Proven success of delivering sales pipeline through outbound rigor
• Proven success of proficiency in using Salesforce and Outreach
• 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 
• Always curious and eager to learn

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.