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Manager, Sales Strategy & Planning

Position Description: As Okta grows, a strong viewpoint of our available opportunity and capacity to execute is critical.  In this new and highly dynamic role, you’ll work with diverse inputs and outputs to help us build, maintain, and execute a plan for the Sales organization and its support units.  This is a unique opportunity to become deeply involved with Okta’s market strategy and execution structures, and to work with a diverse set of teams on our critical business targets (GTM Ops, Sales, Product, Marketing, Finance, Systems).

The Team:

Sales Strategy & Operations strives to be the brain and the spine of the Sales team at Okta.  As part of the Business Operations group, we protect the investment in Okta’s rapidly growing Sales organization by ensuring Sales has the insight, tools, and processes it needs to run effectively and efficiently.

Job Duties and Responsibilities:

 Market Sizing:

  • Work with our Product Marketing and Data teams on qualitative and quantitative views of our available market and penetration.
  • With a sales lens, improve our notions of propensity to buy and an account’s level of qualification.
  • Use these foundations to help Sales and Ops make more intelligent territory and quota allocation decisions.

 Integrated Planning:

  • Own and maintain the global plan for sales capacity, headcount, and bookings. Understand risk and opportunity among our sales teams and work to hedge that risk.
  • Manage the rollup / interlock of quota plans with the sales ops managers. Drive quarterly and yearly planning of headcount and capacity.
  • Develop detailed sales support planning, including pre-sales (sales engineering), SDRs, and other demand groups.
  • Manage our Anaplan instance, and expand it as planning needs dictate. Work with Finance to cost our proposals.
  • Own and improve our pipeline and demand gen models. Understand funnel requirements, and flag successes and risks consistently.  View our pipeline as a critical component of capacity, and establish targets for each team that contributes to pipeline.

 Sales Readiness:

  • Work with Sales, Ops, and Finance leadership to develop yearly compensation plans for Sales.
  • Manage bookings policies and account ownership procedures.
  • Drive implementation of policies and comp plans with systems and accounting.
  • We are a lean team, and anything else that helps get sales ready to succeed against plan may be in your domain!

Minimum REQUIRED Knowledge, Skills, and Abilities:

  • 4-5 years of operational experience, with 2+ years in a Sales Operations (or similar) role.
  • Experience working with both Sales and Finance, with finesse across functions.
  • Attention to detail, and how to develop QA / cross-check all numbers.
  • Anaplan experience (or similar cross-team planning tool).
  • Salesforce mastery: complex dashboards & reports, custom report types, calculated fields, workflows).
  • Exceptional quantitative and MS Excel skills (sumifs, index/match and vlookup, table formulas).
  • Excellent written and verbal communication skills.  You can hold a meeting with directors and VPs.
  • Deep experience modeling complex problems, both conceptually and tactically (spreadsheets, analysis tools, visualization).
  • Endless curiosity and a need to dive deeper for understanding.
  • The desire and capacity to work independently AND collaboratively. 

Additional skills we value:

  • Experience with Tableau or other analysis/BI tools.
  • Familiarity with Zuora, Steelbrick/Salesforce CPQ, or other CPQ / Q2C / subscription management tools.
  • Familiarity with marketing automation (Marketo) or sales productivity tools (Outreach, Salesforce One, Clari).
  • Familiarity with MySQL or similar database querying language (you won’t be deep in SQL, but helps to have heard of a LEFT JOIN).

Okta is an Equal Opportunity Employer.

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Okta is the leading provider of identity for the enterprise. The Okta Identity Cloud connects and protects employees of many of the world's largest enterprises. It also securely connects enterprises to their partners, suppliers and customers. With deep integrations to over 5,000 apps, the Okta Identity Cloud enables simple and secure access from any device. Thousands of customers, including Experian, 20th Century Fox, LinkedIn, Flex, News Corp, Dish Networks and Adobe trust Okta to work faster, boost revenue and stay secure. Okta helps customers fulfill their missions faster by making it safe and easy to use the technologies they need to do their most significant work.

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