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BDR Manager (Washington, D.C.)

The Business Development Representative (BDR) Team is instrumental in developing leads and filling pipeline to help Account Executives manage, maximize and close sales in a defined geographical and/or horizontal territory. The team plays a vital role not only about revenue generation, but also with Okta’s reputation in the marketplace. The team is a front line evangelist and the direct line to prospects and future customers.

Your Opportunity

We’re looking for a talented Business Development Leader who will be responsible for managing the team who identifies and qualifies sales opportunities in North America. This is a business-to-business sales environment that requires positioning a technology solution to both IT and non-IT groups. The role focuses on identifying business need while also conducting information-gathering to help pre-qualify opportunities for the sales organization through phone and email contact.  The leader will also set global processes for all Business Development individuals worldwide.  Dotted line responsibility to all BDR individuals worldwide.

Our Ideal Candidate

You have a lot of energy matched with superb communication skills. You fuse these skills with your expertise to help your team overcome objections and identify new accounts. You excel in a fast-paced environment and exceed goals. When something isn’t working, you shift gears quickly, and come up with a new approach and renewed energy to tackle any challenge. In addition to the attributes mentioned, you’ll also be able to:

  • Apply your curiosity and knowledge about identity management and related technology to generate sales leads and potential customers.
  • Find, mentor and promote business development representatives to fuel Okta’s growth

Your Responsibilities

Using your leadership and mentoring skills to help your team with prospecting and account penetration skills, you’ll work to help each person achieve monthly, quarterly and yearly pipeline and forecast goals as well as other defined objectives.

  • Lead team that Identify qualified sales opportunities in accounts by following up Qualified Marketing Leads (QLs)
  • Mentor team in how to interact with IT and business decision makers via telephone and email
  • Ensure the team is updating lead and prospect activity in salesforce.com to ensure effective lead management
  • Qualified introductory meetings for the sales team to achieve total Sales Accepted Opportunities (SAO)
  • Work with marketing to ensure nurture early phase opportunities for future pipeline potential
  • Come up with ways to gain efficiencies thru tweaks of process and transformational projects
  • Exceed weekly, monthly, quarterly lead development quota


Your Qualifications

  • Minimum 3-5 year of experience in a similar role (technology or related a plus)
  • Positive and energetic phone skills and excellent listening and writing skills
  • Self-motivated and able to thrive in a results-driven environment
  • Team player, high energy, reliable
  • Proficient with standard corporate productivity tools (email, voicemail, MS Office)
  • Sales training and salesforce.com experience a plus
  • College degree or equivalent work experience


Okta is an Equal Opportunity Employer.


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