Regional Enablement Leader, Okta
EMEA
€109-150k
Management platform securing resources from cloud to ground
Open for applications
Management platform securing resources from cloud to ground
1001+ employees
Open for applications
€109-150k
1001+ employees
Company mission
To improve the connections between people and tools to make companies more productive and secure.
Role
Who you are
- Experience: 5+ years of experience in sales enablement, revenue enablement, or a related field, ideally within the tech or SaaS industry, with a proven track record of developing and delivering tailored enablement programs
- People Leadership: Experience leading, managing, and developing a team of enablement professionals. A strong desire to build a versatile team of "enablement generalists" who can flex into different projects as business needs dictate
- Strategic Agility: Proven ability to synthesize overarching global directives (CRO) with hyper-local, regional requirements (SVP) into a single actionable strategy without dropping the ball on either
- Cross-Functional Influence: Exceptional stakeholder management skills. Proven ability to orchestrate, influence, and align cross-functional leaders (Presales, Partners, Customer First, Marketing) over whom you do not have direct authority
- Trusted Advisor: Proven ability to act as a strategic partner to senior sales leaders (SVP/VP level), analyzing data and business challenges to propose targeted enablement solutions
- Sales Expertise: Deep understanding of sales execution, including onboarding, sales processes, XDR motions, buyer personas, and challenges. Familiarity with MEDDPICC (or similar methodologies) is highly preferred
- Execution & Analytics: Experience designing enablement programs that drive measurable sales performance improvements. Competence in leveraging sales enablement platforms (e.g., Highspot) and the ability to assess program effectiveness through data, focusing on ROI
- Communication: Excellent facilitation, executive communication, and storytelling abilities to connect with remote, geographically dispersed teams at all seniority levels
What the job involves
- The Regional Enablement Leader, EMEA will spearhead our enablement strategy and execution across the EMEA region. This is a critical people leadership role responsible for acting as the EMEA "Pod Leader."
- You will partner closely with the SVP of EMEA, the senior director of Sales Ops, and regional senior Sales Leaders to improve sales productivity, capability, and performance
- As the Pod Leader, you will act as the linchpin between global mandates and regional necessities. You will lead a dedicated regional team and orchestrate a wider cross-functional network to ensure that both global CRO priorities and regional SVP strategies are harmonized into one cohesive, high-impact enablement plan
- You will also act as an Enablement Business Partner within the region. The Enablement Business Partner (EBP) team bridges global enablement strategies with field execution. They act as trusted advisors to sales leaders, tailoring programs to regional and segment-specific needs. Focused on collaboration, alignment, and measurable impact, EBPs drive knowledge retention, skill development, and performance improvement to empower our teams
- Cohesive Strategy Creation & Execution: Act as the strategic owner for the EMEA region by creating and executing both the global enablement strategy (driven by the CRO) and the regional enablement strategy (driven by the SVP of EMEA). You will be responsible for combining these two parallel tracks into one unified, cohesive plan for the field
- Team Leadership & Generalist Development: Direct and mentor the EMEA Enablement Pod, fostering a culture of "enablement generalists." While your direct reports will execute global and regional strategies within their specific swim lanes, you will actively coach and deploy them outside of their core scopes (e.g., placing the xDR or onboarding resource on a project assigned to tenured AEs) as regional priorities demand
- Agile Resource Allocation: Ensure the Pod executes on the CRO's global priorities as mission-critical. Effectively assess and manage your team’s capacity, taking any remaining discretionary time to build, assign, and execute regionally focused programs that directly support the SVP of EMEA's strategy
- Cross-Functional Orchestration: Act as the ultimate conductor for regional readiness by orchestrating resources far beyond the remit of your direct reports. Bring together stakeholders from Presales, Partners, Customer First, People/Talent, and Marketing to create a comprehensive, unified regional enablement plan. Ensure visibility into how all resources in the region are working together to drive EMEA's priorities
- Voice of the Field (VoF): Play a pivotal role in representing the EMEA field's perspective. Gather insights through close collaboration with all levels of sales leadership and the extended selling team. Channel this feedback to the Global Enablement Team (GET) and other supporting functions to shape future global initiatives
- Strategic Alignment with the Field: Build trust-based relationships with sales leaders, managers, and individual contributors. Act as a strategic advisor who diagnoses business challenges, identifies root causes, and recommends enablement solutions that improve sales execution and commercial outcomes
- Program Activation & Execution: Maintain accountability for launching global and local enablement initiatives within EMEA. Work closely with program owners to build engagement and adoption strategies, ensuring seamless execution, facilitation, and the tracking of success metrics
- Sales and Business Acumen: Maintain deep knowledge of products, use cases, deal progression, and Customer Engagement Models (CEM). Understand the strategic goals, market dynamics, and financial levers of the EMEA business
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. It aims 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
(Co-Founder & CEO)VP of Development at Salesforce.com and has nearly a decade of experience in various engineering and leadership roles at PeopleSoft.
Frederic Kerrest
(Co-Founder & 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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