Manager, Sales Strategy & Operations

The Sales Strategy & Operations Manager Opportunity

As a team, we strive to be the brain and the spine of the Sales team at Okta. As part of the wider Go-To-Market Strategy & Operations group, we protect the investment in Okta’s rapidly growing Sales organization by ensuring Sales has the insight, tools, and processes it needs to run effectively and efficiently.

You’ll work closely with the Field Organization to provide actionable insights and recommendations to accelerate Okta’s growth by partnering with two of our Public Sector Sales VPs. You’ll collaborate with other colleagues to design and implement your solutions, including Sales Planning & Analytics, Business Technology, Data & Analytics, and Sales Enablement.

This person will ideally be located within a commutable distance to our San Francisco, Washington DC, Seattle, New York, or Chicago offices as we operate a flexible, hybrid working model. 

What you’ll be doing

• Be the primary strategic business partner to our Public Sector Sales VPs, owning pipeline, forecasting, and strategic reporting for sales leadership and identifying opportunities for optimization.
• Work closely with sales leadership on coverage models, quota and capacity planning, go-to-market segmentation, and coverage strategy, including forecasting, territory design, growth analysis, and account activation strategy.
• Assist the sales strategy & leadership teams in identifying the key markets to grow into next, and where we should be increasing our investments.
• Work with and support various business partners in AMER Public Sector (e.g. SEs, Partner Alliances, Marketing, xDRs, Customer Success, Renewals) to analyze business needs, elicit requirements, and design solutions that enable the business to achieve its objectives, improve user experience, and drive adoption.
• Drive operational excellence in AMER Public Sector by identifying, establishing, and maintaining scalable, repeatable process improvements. Document essential processes and engagement rules, and work with local Sales Enablement to disseminate that information and help enforce those processes.

What you’ll bring to the role

• Minimum of 4 years experience in an analytical or operations role at a high-growth SaaS company in a Sales operational capacity.
• Knowledge of Public Sector/Federal buying cycles, contracting, and compliance standards (e.g., FedRAMP, DoD IL4/IL5, and related compliance protocols) is required.
• The ability to deeply interrogate and manipulate data, the confidence and curiosity to understand the implications of the results, and the ability to recommend and present solutions to senior stakeholders.
• A demonstrated record of developing initiatives that impact productivity.
• Excellent communication and collaboration skills, and able to work with all seniority levels across the business. You can hold a meeting with senior directors and VPs.
• Demonstrated ability to be proactive, self-driven, and make pragmatic decisions when necessary.
• Salesforce mastery: complex dashboards & reports, custom report types, calculated fields, workflows.
• Exceptional quantitative and MS Excel or Google Sheets skills with data integrations (Salesforce automation).
• The desire and capacity to work independently AND collaboratively.
• Ability to travel to other Okta offices as required for in-person meetings.

NOTE: This position requires the ability to access federal environments and/or have access to protected federal data.  As a condition of employment for this position, the successful candidate must be able to submit documentation establishing U.S. Person status (e.g. a U.S. Citizen, National, Lawful Permanent Resident, Refugee, or Asylee. 22 CFR 120.15) upon hire.

And extra credit if you have experience in any of the following! 

• Experience with emerging automation tools and AI
• Experience with Tableau or other analysis/BI tools.
• Familiarity with Zuora, Salesforce CPQ, or other CPQ or Q2C tools.
• Familiarity with Anaplan
• Familiarity with sales productivity tools (Outreach, Clari, people.ai).

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