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Sr. Director, North America Sales Development

Okta is seeking a results-oriented, strategic head of sales development in North America to be part of NA Demand Gen leadership fueling Okta’s growth in the US and Canada.

The Opportunity 

The Demand Generation team is responsible for generating pipeline across multiple segments, products and geographies. The team is comprised of marketers who develop pipeline generating programs and a team of sales development representatives, who follow up on all the inbound leads from those programs as well as proactively outbound to select target accounts. 

In this critical role, you will lead the North America BDRs and SDRs, who are located in DC, Chicago and San Francisco. You will be a manager of managers, and report into the head of Demand Generation of North America. 

The leader we’re seeking will excel at driving repeatable pipeline, building world-class teams and partnering closely with sales, marketing and channel teams to solve new Go-To-Market challenges.

This person is a seasoned manager who thrives in a dynamic environment and moves quickly to build structure and process. They will be comfortable collaborating across senior functional owners throughout the company including at our corporate offices in San Francisco, and leading a team of 80+ XDRs nation wide.

Key Responsibilities

  • Consistently meet or exceed pipeline quotas 
  • Lead hiring, onboarding, training, coaching and development of a team of young professionals in sales development 
  • Analyze pipeline data and draw business insights. Make business decisions based on the data
  • Build a plan to fuel Okta’s growth by generating top-of-the-funnel pipeline across multiple geos and segments in North America
  • Execute on the plan to bring new business opportunities to fuel the sales pipeline
  • Provide call coaching, prospecting, and messaging structure and guidance
  • Offer career development and coaching to advance individuals on the team
  • Help create and prioritize strategic target account lists


    • Demonstrated experience and success building quality sales pipeline for B2B SaaS business
    • Strong leadership qualities, and demonstrated success of leading a high performing team
    • Deep understanding of demand generation, inbound and target account outbound strategies
    • Experience leading a Sales Development, Business Development or Inside Sales organizations
    • Adept at collaborating with sales, product marketing and cross functional marketing team
    • Highly self-motivated and organized. Excellent time management skills
    • Excellent writing and presentation skills
    • Quantitative skills to make data-driven decisions and reporting
    • Creative mindset and can-do attitude
    • Salesforce experience is a must. Other prospecting and Sales Development tools are a plus
    • College degree or equal experience
    • Ability to work in a fast paced, team environment across various time zones
    • Office daily presence is a must. Some travel is required (20% estimated)

Okta is an Equal Opportunity Employer.


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