Vice President Sales Development

Profile

Okta is seeking a results-oriented, strategic leader to be the VP of Sales Development in North America. This is a key leadership role that drives Okta's growth in the US and Canada.
The Opportunity
The Sales Development team is responsible for generating pipeline across multiple segments, products and geographies. The team is composed of sales development representatives, who follow up on all the inbound leads generated from marketing programs as well as proactively outbound to select target accounts.
In this critical role, you will lead the North America BDRs (Business Development Representatives) and SDRs (Sales Development Representatives), who are mainly located in DC, Chicago, San Francisco and Bellevue. You will be a manager of managers, and report into the VP of Growth Marketing.
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, has a consistent record of driving high pipeline growth and moves quickly to build structure and process. They will be comfortable collaborating across senior functional owners throughout the company and leading a team of 200 BDRs and SDRs nationwide.
Key Responsibilities
Consistently meet and exceed pipeline goals
Lead hiring, onboarding, training, coaching and development of a team of young professionals in sales development
Manage second and front line Sales Development leaders; partner closely with other functional teams (Sales, Sales Enablement, Business Operations, Marketing, Recruiting, Finance, etc.)
Analyze pipeline data and draw business insights. Make business decisions based on the data.
Build a plan to fuel Okta's growth by generating pipeline across multiple geos and segments in North America
Work closely with marketing leadership on inbound lead qualification process and further development of lead management
Collaborate with sales leaders to design and execute outbound campaigns for pipeline development
Accountable for accurate forecast monthly, quarterly, and annually; establish and manage data and supporting metrics
Manage capacity planning and promotion cycles in partnership with Business Operations, Recruiting and People teams
Provide leadership and oversight to ensure the team leverages and deploys resources efficientl
y
Actively partner with the sales enablement team to build and implement plans to continuously improve sales productivity
Help create and prioritize strategic target account lists
Provide call coaching, prospecting, and messaging structure and guidance
Offer career development and coaching to advance individuals on the team
Create an open and inclusive environment, build a results-driven culture of accountability and transparency
Requirements
10 years' experience building and running enterprise sales or sales development teams in the software industry
3 years' experience as a second line (or third line) sales leader
Strong leadership and influencing skills; demonstrated success of leading high performing teams of Sales Development, Business Development or Inside Sales professionals. Has managed teams of 150 people.
Demonstrated experience and success building quality sales pipeline for B2B SaaS business growing at 40%
Deep understanding of demand generation, inbound and target account outbound strategies
Skilled at business planning and diligent at measuring and communicating progress towards the plan, identifying roadblocks, and coming up with appropriate solutions
Excellent ability to collaborate with Sales, Product Marketing and cross functional Marketing teams
Highly self-motivated and organized. Excellent time management skills
Strong verbal and written communication skills; effective at delivering executive level presentations.
Quantitative skills to make data-driven decisions and drive ongoing performance management towards goals
Operationally strong and experienced bringing process and rigor to the organization
Creative mindset and can-do attitude
Salesforce experience is a must. Other prospecting and Sales Development tools are a plus.
Ability to work in a fast paced, team environment across various time zones
College degree or equal experience
Okta's Top 5 Core Leadership Competencies
are part of the deeply ingrained principles that guide all of our company's actions. They 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.
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
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:
#LI-Onsite

Company info

Sign Up Now - SellingCrossing.com