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Operations Director, APAC

Position Description: 
You’ll help bridge the gap between the ‘satellite startup’ world of our APAC team and the global operational and G&A resources. This means collaborating with Ops colleagues to design and implement your solutions, as well as interfacing with Business Systems, Data & Analytics, Sales Enablement, and Finance/Accounting teams to keep things running.n Okta moves fast – with your help, APAC will move even faster.

Key Responsibilities 

Resourcing & Targets

  • Own the sales quota and capacity plans for your business unit.
  • Work with sales managers to drive effective territory allocation among their reps.
  • Uncover areas of revenue opportunity in our customer and prospect base.
  • Contribute to integrated planning and execution for sales and demand.

Scalable Analytics

  • Develop formal reporting packages for sales effectiveness and productivity. Conduct metrics reviews with sales management and supporting teams.
  • Understand what makes a good territory in your unit and how we might rethink these metrics as we expand into new markets.

Infrastructure & Tooling – put your ideas into action:

  • Document essential processes and engagement rules; help enforce those processes.
  • Optimize the sales rep, manager, and sales ops experience in Salesforce and other systems.
  • Know what quality data means and help us design and improve it.
  • Work with global teams as needed to drive changes to systems, analytics, and processes.

Business Partnership

  • Drive rigorous planning and execution at all levels of the organization. Facilitate deep account planning with reps and managers.
  • Manage our pipeline cadence, including the coverage and generation needs for each team. Work with GTM teams to identify and address areas of opportunity or concern.
  • Enable GTM teams on the assets you deliver: metrics, dashboards, models, frameworks, etc.
  • Uplevel our integrated regional business planning and progress reviews among sales, marketing, sales development, and alliances

The Ideal Candidate possesses:

  • Minimum 6-10 years of strategic sales operations experience in the APAC market
  • Deep understanding of SaaS licensing models
  • Experience working closely with Enterprise sales leaders in a SaaS business
  • 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 executives.
  • 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 Salesforce CPQ or other CPQ or Q2C tools
  • Familiarity with Anaplan
  • 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)
  • Knowledge of the enterprise IT selling motion


Apply now

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