Senior Manager, Sales Development

Senior Manager, Sales Development

As the Senior Manager of Sales Development, you will be responsible for owning the people and pipeline strategy and execution for our corporate segment. You will lead and motivate a team of highly driven and successful SDR’s and SDR Leaders. You will also help implement efficient processes and tools to optimize for scale in a fast-paced, innovative and collaborative environment.

This is a high visibility role that is responsible for hiring, on-boarding, and coaching a group of high performing sales professionals while collaborating with many other departments within our Go to Market Function (Marketing, Operations,Sales etc.). At Okta, our mission is to maintain a people-first, diverse, and inclusive culture. Our culture is built on our vision, people, and values; to enable any company to adopt any technology anywhere. While working towards that vision, our people embody our values of customer success, innovation, transparency, and integrity. Together, we are boundless.

If you thrive in a fast-paced environment and are eager to take ownership over a large revenue generating piece of the business, we want to hear from you!

Core Responsibilities  

• Lead SDRs and front-line managers to establish rigor in their businesses, develop Sales development talent, and deliver cross-functional improvements
• Manage the execution of the overall strategy for obtaining more inbound and outbound pipeline
• Maintain a strong focus on outcomes and impact 
• Develop your team’s skills for prospecting, qualifying, and Opportunity creation 
• Provide regular coaching, feedback, and professional development while prioritizing and maintaining an inclusive, dynamic, highly engaged team environment
• Closely monitor metrics with the aim of increasing productivity 
• Partner closely with marketing demand generation, ops, sales leadership and enablement to ensure proper alignment on account coverage, target personas, opportunity quality and SDR to AE hand-off 
• Articulate the business value of Okta, and maintain in-depth knowledge of the Okta platform, our competitors, and industry trends    

Requirements  

• 4+ years of Sales Management experience managing a team of SDR/BDR and 1+ year of managing managers
• Ability to attract, retain, and motivate exceptional SDRs and SDR managers to achieve desired results
• Proven success building inbound and outbound teams of 40+ reps and 4+ managers
• Experience leading and developing a sales development team at scale
• Ability to execute cross-functionally and drive for results in ambiguous, rapidly changing environments
• Partner closely with our Operations function and Demand Gen leadership to develop the strategy that scales and aligns with business growth objectives
•   Strong quantitative, analytical and communication skills
•   Demonstrate Self Awareness, Strategic Mindset, Effective presentation and listening skills

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.

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