Sales Development Manager

Okta is seeking a Sales Development Manager to steer the Demand Generation SDR/BDR function from its San Francisco, California campus. This on-site leadership role focuses on hiring, coaching, and scaling outbound lead generation to fuel pipeline and ensure smooth handoffs to Account Executives. The position offers a salary range of $140,000 to $192,500 per year and requires at least one year of direct team management experience.

Responsibilities

• Hire, onboard, and develop new Business Development Representatives
• Set and define the Business Development strategy
• Maintain a strong focus on outcomes and impact
• Develop your team’s skills for prospecting, qualifying, and opportunity creation
• Provide regular coaching, feedback, and professional development
• Closely monitor metrics with the aim to increase productivity
• Work closely with sales managers and account executives to ensure proper alignment on account coverage, target personas, opportunity quality, and SDR to AE hand-off
• Articulate the business value of Okta and maintain in-depth knowledge of the Okta platform, competitors, and industry trends

Requirements

• Builds Effective Teams: creating strong-identity teams that harness diverse skills and perspectives to achieve common goals
• Demonstrates Self-Awareness: using feedback and reflection to gain productive insight into personal strengths and weaknesses
• Develops Talent: guiding people to meet both their career goals and the organization’s objectives
• Drives Results: consistently achieving outcomes, even under challenging circumstances
• Minimum 1+ years directly managing a team of SDRs/BDRs (startup or growth-stage experience highly preferred)
• Strong executive presence with the ability to maintain confidentiality and high business ethics
• Excellent leadership, interpersonal, communication, and conflict-resolution skills
• Expert in using Salesforce.com and other sales tools to drive productivity
• Proven ability to effectively hire and train new BDRs
• Effective presentation and listening skills
• Comfort working in fast-paced environments and ability to navigate unknowns
• Strategic Mindset: envisioning future possibilities and translating them into breakthrough strategies

Technologies

• Salesforce.com

Benefits

• Equity where applicable
• Health, dental, and vision insurance
• 401(k)
• Flexible spending account
• Paid leave including PTO and parental leave

The Okta Experience

• Supporting Your Well-Being
• Driving Social Impact
• Developing Talent and Fostering Connection and Community