Senior Director of AMER Sales Strategy and Operations, Okta
$246-370k
Management platform securing resources from cloud to ground
Posted today
Management platform securing resources from cloud to ground
1001+ employees
Posted today
$246-370k
1001+ employees
Company mission
To improve the connections between people and tools to make companies more productive and secure.
Role
Who you are
- 10+ years of experience in sales operations, strategy, or related functions, with significant exposure to the AMER market across all segments and a proven track record in driving regional sales growth
- Experience in the technology or SaaS industry, with a deep understanding of the AMER region’s market dynamics, customer needs, and business culture
- Strong expertise in sales processes, CRM systems (Salesforce preferred), and sales performance analytics
- Experience working with large datasets and making data-backed recommendations. Experience working with Tableau is preferred
- Ability to think strategically, while also being hands-on and detail-oriented in operational execution
- Proficiency in data analytics and the ability to derive actionable insights from complex data sets
- Excellent communication, collaboration, and interpersonal skills, with the ability to influence senior leadership and drive cross-functional alignment
- Leadership experience in managing teams, with a focus on fostering development and driving results and experience in second-line leadership roles
- Willingness to work in our San Francisco office at least three days per week and travel to other locations as needed
What the job involves
- Okta is hiring for a Senior Director of AMER Sales Strategy and Operations
- This role will set the stage for the future growth of Okta as we aim to double in revenue
- This individual will report into the global VP of Field Strategy & Operations and work closely with the SVP/GM of AMER as well as the AMER sales leadership team to develop and execute regional sales strategies, streamline operations, and ensure effective collaboration between global and local teams
- This role will focus on delivering measurable results by driving efficiency, providing data-driven insights, and ensuring the successful execution of sales initiatives across AMER
- Partner closely with AMER sales leadership to develop and refine the sales strategy for the region, ensuring alignment with global goals
- Conduct in-depth analysis of the AMER region to identify growth opportunities, market trends, and competitive positioning to inform sales strategy
- Own the annual planning process for the AMER sales teams including organizational structure and headcount planning, territories, and quotas across all AMER sales teams
- Own and operationalize all AMER Sales Cadences, ensuring cross functional teams are appropriately represented, including QBRs, Forecasting, Pipeline Generation Reviews, Pipeline Velocity Reviews, and Large Deal Reviews / Win Labs
- Oversee and optimize the day-to-day sales operations within AMER, ensuring the implementation of efficient processes and systems across the region
- Standardize and streamline sales processes for the AMER region while ensuring alignment with global sales methodologies and best practices
- Leverage analytics to provide actionable insights on sales performance, pipeline health, and forecasting within the AMER region
- Develop and present regular performance reports to AMER leadership, including KPIs, sales pipeline trends, and revenue forecasts, while making recommendations for continuous improvement
- Monitor regional sales data and metrics to ensure targets are being met, and proactively identify areas for operational improvements
- Work closely with the other cross functional teams such as SDR/BDR, Partner Sales, and marketing to ensure regional alignment on key initiatives, product launches, and campaigns
- Partner with the Finance team to drive accurate sales forecasting and assist in budgeting processes for the AMER region
- Collaborate with HR and recruiting teams to develop talent strategies, supporting sales team growth, retention, and skills development within AMER
- Lead, mentor, and inspire the AMER Sales Strategy & Operations team, fostering a culture of collaboration, performance, and continuous improvement
- Develop a high-performing team by providing guidance, coaching, and professional development opportunities to ensure team success
- Act as a key advocate for the AMER region within the broader global sales and operations teams, ensuring the unique needs of the region are understood and addressed
Our take
Okta started off as an identity company where organisations, large and small, could tap into the company to have a single sign-on interface to access all cloud applications now centralised. Okta has since expanded to provide identity management at the device as well as the server level.
The new approach towards network security is increasingly based on identification and authentication, and Okta is on track to become the go-to vendor in the space. They aim to do so by developing products that enable people to access applications and other tools more smoothly and securely than ever before.
Okta has taken strides towards expansion through significant employee growth and shuffling executive leadership. The company has also made lateral moves such as tackling governance concerns, opening up new paths for revenue.
Freddie
Company Specialist at Welcome to the Jungle
Insights
19% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Sep 2015
$75m
SERIES F
Jun 2014
$75m
SERIES E
Total funding: $229.3m
Company benefits
- Work from home opportunities
- Health + Wellness
- Financial Benefits
- Pay + Incentives
- Time Off
- Everyday Living
- Resources
Company HQ
The East Cut, San Francisco, CA
Leadership
Todd McKinnon
(CEO)VP of Development at Salesforce.com and has nearly a decade of experience in various engineering and leadership roles at PeopleSoft.
Frederic Kerrest
(Vice Chairman)Worked in Sales and Business Development at Salesforce.com, and previously co-founded high-tech consulting firm Meridian Global Solutions.
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