Builds pipeline, closes enterprise Auth0 opportunities in Japan, and grows customer relationships through reseller, distributor, and technical and executive stakeholder engagement.
About this role
This is a senior leadership role for Okta’s Japan Sales Development organization, responsible for the team that creates and advances business-development pipeline. The position owns the Japan xDR go-to-market strategy and reports to the Senior Director, Sales Development (APJ), while working across Sales, Marketing, Channel, and Revenue Operations.
The director sets the sales-development vision, operating model, performance metrics, account coverage, persona focus, and inbound/outbound priorities. The role also leads SDR hiring, onboarding, coaching, and mentoring; improves the SDR-to-AE handoff; and establishes consistent operating processes. It includes direct participation in outbound activities such as call blitzes, outreach, objection handling, and call preparation, as well as using tools, AI, intent data, market trends, customer insights, and competitive intelligence to develop prospecting plays and improve pipeline quality.
The posting requires expertise in prospecting and account-planning strategies in a high-growth company, along with the ability to teach these practices effectively. It also calls for experience leading teams, improving productivity and efficiency, and coordinating execution across go-to-market functions.
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