Director, Sales Strategy & Operations AMER

Okta is looking for a Director of Sales Strategy & Operations to partner with our Sales Leadership team in AMER. This person will drive productivity and effectiveness within the field along with growth and scale within the Sales Strategy & Operations team. They will work cross-functionally with colleagues across the broader Strategy & Operations team to design and implement solutions while also interfacing with the Business Systems, Data & Analytics, Sales Enablement, and FP&A teams to keep things running. Okta moves fast – with your help, AMER will move even faster.

Job Duties & Responsibilities:

Resourcing & Targets

  • Lead our AMER Sales Strategy & Operations team through driving the annual planning process.
  • Own the sales quota and capacity plans for AMER (Canada & LATAM inclusive) across Strategic Accounts, Enterprise, Commercial and Public Sector.
  • 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 other supporting teams.
  • Understand what makes a good territory in AMER and how we might rethink these metrics as we expand into new markets.
  • Partner with our Data & Analytics team to deliver insights to Sales Leadership.
  • Ensure our forecast and quarterly cadences are streamlined for accuracy.

Infrastructure & Tooling

  • Document essential processes and engagement rules; help enforce those processes.
  • Optimize the Sales and Sales Operations experience in Salesforce and our other systems.
  • Define and identify quality data while also providing guidance and recommendations for improvement. 
  • 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 the Sales team.
  • Manage our pipeline cadence, including the coverage and generation needs for each team. Work with other Go-To-Market teams to identify and address areas of opportunity or concern.
  • Enable other Go-To-Market teams using the assets you deliver: metrics, dashboards, models, frameworks, etc.
  • Improve our integrated regional business planning and progress reviews across Sales, Marketing, Sales Development, and Alliances.
  • Work as the trusted partner to our SVP of AMER Sales by demonstrating a deep understanding of the business and ownership of the AMER sales cadences.

Required Skills & Qualifications:

  • 10+ years of strategic sales operations experience, specifically supporting Enterprise sales leaders in a SaaS business.
  • Experience building and leading a highly effective team across multiple segments of the business.
  • Passion for coaching and mentoring both new and experienced team members.
  • Experience with a global sales organization preferred. 
  • Growth mindset with the ability and experience to build for scale. 
  • Deep understanding of SaaS licensing models. 
  • 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).
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.

Okta is an Equal Opportunity Employer.

((Colorado, New York and Washington only*) Minimum salary of $178,000/year + bonus, commission, or variable comp (depending on role) + equity + benefits)

#LI-Remote

Okta is rethinking the traditional work environment, providing our employees with the flexibility to be their most creative and successful versions of themselves, no matter where they are located.  We enable a flexible approach to work, meaning for roles where it makes sense, you can work from the office, or from home, regardless of where you live.  Okta invests in the best technologies and provides flexible benefits and collaborative work environments/experiences, empowering employees to work productively in a setting that best and uniquely suits their needs.  Find your place at Okta https://www.okta.com/company/careers/. 

By submitting an application, you agree to the retention of your personal data for consideration for a future position at Okta.  More details about Okta’s privacy practices can be found at: https://www.okta.com/privacy-policy.

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