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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
Job Duties and Responsibilities: Regional Sales Strategy & Execution 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
Sales Operations & Process Improvement 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
Data-Driven Insights & Reporting 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
Cross-Functional Collaboration Work closely with the other cross functional teams such as SDR/BDR, Partner Sales, and marketing to ensure regional alignment on key operational cadences, select 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
Leadership & Regional Team Development 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
Required Skills: 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
#LI-MK1 #LI-onsite P8436_3397046 The annual base salary range for this position for candidates located in the San Francisco Bay area is between: $249,000 — $342,000 USD Below is the annual base salary range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. Your actual base salary will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable), bonus, and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit: https://rewards.okta.com/us
The annual base salary range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between: $222,000 — $306,000 USD The Okta Experience Supporting Your Well-Being Driving Social Impact Developing Talent and Fostering Connection + Community We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one
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