Secure Every Identity, from AI to Human
Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence.
This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.
Based in Singapore and reporting to the Senior Director (APJ), you will lead the high-growth ASEAN & India Sales Development team. This high-visibility role owns the regional GTM strategy, driving inbound and outbound execution to build a high-quality revenue pipeline. You will lead the regional xDR strategy by optimizing processes and AI tools to drive productivity, outbound quality, and scale. As a people-first leader, you will recruit, onboard, and coach a diverse team of SDRs, fostering a culture of accountability and professional growth. Success requires partnering closely with Marketing, Sales, and Ops to refine account planning and lead-to-revenue conversion. You must be an expert in prospecting strategies, modeling best practices to ensure the team consistently meets pipeline targets in a fast-paced environment.
Core Responsibilities
- Regional Strategy: Own and execute the end-to-end Sales Development strategy for ASEAN & India to hit aggressive pipeline and revenue targets.
- Outbound Innovation: Architect and scale advanced, data-driven outbound plays (intent-based, persona-specific) and maintain a high bar for messaging quality.
- Operational Rigor: Optimize the GTM tech stack (SFDC, Outreach, AI) and partner with RevOps on territory design, capacity planning, and forecasting.
- Talent Engine: Recruit, coach, and develop a high-performing SDR team; build a structured path for internal mobility into AE and GTM roles.
- Cross-Functional Synergy: Lead the SDR-to-AE handoff process and collaborate with Marketing to optimize lead flow and conversion SLAs.
Requirements
- Experience: 7–10+ years in Sales Development/Inside Sales, with 3–6+ years in leadership (ideally managing managers).
- Track Record: Proven success in building outbound engines and delivering high-quality pipeline in complex B2B markets.
- Leadership Style: A "player-coach" who leads from the front, comfortable in the weeds of call coaching and at the table for strategic GTM planning.
- Analytical Depth: Data-driven mindset with the ability to translate activity metrics into actionable business insights.
- Commitment to a 4-day in-office work schedule
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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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.
Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws.
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