Sr. Director of AMER Sales Strategy and Operations

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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.

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Okta’s Top 5 Core Leadership Competencies are part of the deeply ingrained principles that guide all of our company’s actions. They also 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.

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