People Matter

Senior Manager, Sales Development



Sales & Business Development
San Francisco, CA, USA · Washington, DC, USA
Posted on Thursday, July 11, 2024

Get to know Okta

Okta is The World’s Identity Company. We free everyone to safely use any technology—anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart of business security and growth.

At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box - we’re looking for lifelong learners and people who can make us better with their unique experiences.

Join our team! We’re building a world where Identity belongs to you.

As the Senior Manager of Sales Development, you will be responsible for owning the management of overall business development and outbound prospecting pipeline strategy and execution for your team. You will lead & motivate a team of highly driven and successful SDR’s and SDR Leaders, implementing efficient processes & tools that optimize for scale in a fast-paced innovative and collaborative environment.

This is a high visibility role that is responsible for hiring, on-boarding, and coaching a group of high performing sales professionals while collaborating with many other departments within our Go to Market Function (Marketing, Operations and Sales etc.). You will have the opportunity to take on a recently formed team and further develop our one-to-one outreach strategies to help build pipelines and revenue.

At Okta, our mission is to maintain a people-first, diverse, and inclusive culture. Our culture is built on our vision, people, and values; to enable any company to adopt any technology anywhere. While working towards that vision, our people embody our values of customer success, innovation, transparency, and integrity. Together, we are boundless.

If you thrive in a fast-paced environment and are eager to take ownership over a large revenue generating piece of the business, we want to hear from you!

Core Responsibilities

  • Lead SDRs and front-line managers to establish rigor in their businesses, develop Sales development talent, and deliver cross-functional improvements
  • Manage the execution of the overall strategy for obtaining more inbound and outbound prospecting pipelines
  • 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 while prioritizing and maintaining an inclusive, dynamic, highly engaged team environment
    • Closely monitor metrics with the aim of increasing productivity
  • Partner closely with marketing demand generation, ops, sales leadership and teams 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, our competitors, and industry trends


  • 4+ years of Sales Management experience managing a team of SDR/BDR and 1+ year of managing managers
  • Ability to attract, retain, and motivate exceptional SDRs and SDR managers to achieve desired results
  • Proven success building inbound and outbound teams of 40+ reps and 4+ managers
  • Experience leading and developing a sales development team at scale
  • Ability to execute cross-functionally and drive for results in ambiguous, rapidly changing environments
    • Partner closely with our Operations function and Demand Gen leadership to develop the strategy that scales and aligns with business growth objectives
  • Strong quantitative, analytical and communication skills
  • Demonstrate Self Awareness, Strategic Mindset, Effective presentation and listening skills

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.

Okta is an Equal Opportunity Employer.

Okta is rethinking the traditional work environment, providing our employees with the flexibility to be their most creative and successful versions of themselves, no matter where they are located. We enable a flexible approach to work, meaning for roles where it makes sense, you can work from the office, or from home, regardless of where you live. Okta invests in the best technologies and provides flexible benefits and collaborative work environments/experiences, empowering employees to work productively in a setting that best and uniquely suits their needs. Find your place at Okta

By submitting an application, you agree to the retention of your personal data for consideration for a future position at Okta. More details about Okta’s privacy practices can be found at:


Below is the annual On Target Compensation (OTE) range for candidates located in California. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit:

The OTE range for this position for candidates located in the San Francisco Bay area is between:
$145,000$217,000 USD

What you can look forward to as an Full-Time Okta employee!

Okta cultivates a dynamic work environment, providing the best tools, technology and benefits to empower our employees to work productively in a setting that best and uniquely suits their needs. Each organization is unique in the degree of flexibility and mobility in which they work so that all employees are enabled to be their most creative and successful versions of themselves, regardless of where they live. Find your place at Okta today!

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. If reasonable accommodation is needed to participate in the job application or interview process, please use this Form to request an accommodation.

Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Privacy Policy at