Requirements
- 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 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 ,
- 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