Get to know OktaOkta is The World’s Identity Company. We free everyone to safely use any technology—anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart of business security and growth. At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box - we’re looking for lifelong learners and people who can make us better with their unique experiences. Join our team! We’re building a world where Identity belongs to you.

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.

What you can look forward to as an Full-Time Okta employee!

• Amazing Benefits
• Making Social Impact
• Fostering Diversity, Equity, Inclusion and Belonging at Okta 

Okta cultivates a dynamic work environment, providing the best tools, technology and benefits to empower our employees to work productively in a setting that best and uniquely suits their needs. Each organization is unique in the degree of flexibility and mobility in which they work so that all employees are enabled to be their most creative and successful versions of themselves, regardless of where they live. Find your place at Okta today! https://www.okta.com/company/careers/.

Okta is an Equal Opportunity 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, physical 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, interview process, or onboarding please use this Form to request an accommodation.

Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Privacy Policy at https://www.okta.com/privacy-policy/.