Director, Sales Strategy

Okta is hiring for a Director of APJ Sales Strategy and Operations. This role will set the stage for the future growth of Okta as we double in revenue. This individual will report into the global VP of Field Strategy & Operations and work closely with the SVP/GM of APJ as well as the APJ 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 APJ.

Job Duties and Responsibilities:

Regional Sales Strategy & Execution

• Partner closely with APJ sales leadership to develop and refine the sales strategy for the region, ensuring alignment with global goals.
• Conduct in-depth analysis of the APJ region to identify growth opportunities, market trends, and competitive positioning to inform sales strategy.
• Own the annual planning process for the APJ sales teams including organizational structure and headcount planning, territories, and quotas across all APJ sales teams.

Sales Operations & Process Improvement

• Own and operationalize all APJ 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 APJ, ensuring the implementation of efficient processes and systems across the region.
• Standardize and streamline sales processes for the APJ 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 APJ region.
• Develop and present regular performance reports to APJ 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 initiatives, product launches, and campaigns.
• Partner with the Finance team to drive accurate sales forecasting and assist in budgeting processes for the APJ region.
• Collaborate with HR and recruiting teams to develop talent strategies, supporting sales team growth, retention, and skills development within APJ.

Leadership & Regional Team Development

• Lead, mentor, and inspire the APJ sales 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 APJ region within the broader global sales and operations teams, ensuring the unique needs of the region are understood and addressed.

Required Skills:

• 8 years of experience in sales operations, strategy, or related functions, with significant exposure to the APJ market and a proven track record in driving regional sales growth.
• Experience in the technology or SaaS industry, with a deep understanding of the APJ region's market dynamics, customer needs, and business culture.
• Strong expertise in sales processes, CRM systems (Salesforce preferred), and sales performance analytics.
• 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.
• Willingness to work in our Singapore or Sydney office and travel to other locations as needed.