Senior Director xDR Sales Development

<p><span><strong>Get to know Okta<br/><br/></strong></span>Okta is The World’s Identity Company. We free everyone to safely use any technology, anywhere, on any device or app. Our flexible and neutral products, Okta Platform and Auth0 Platform, provide secure access, authentication, and automation, placing identity at the core of business security and growth.<br/><br/>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. <br/><br/>Join our team! We’re building a world where Identity belongs to you.</p><p>Okta is looking for a results-oriented, strategic Senior Director of Sales Development. </p> <p>The Opportunity  </p> <p>In this critical role, you will lead a diverse team of the EMEA xDR leaders, SDRs and BDRs to ensure the delivery of the $ pipeline goals and people talent agenda across EMEA. </p> <p>The leader we’re seeking will be a Sales Development subject matter expert, process orientated, excel at driving repeatable pipeline, building and evolving world-class teams and collaborating closely with sales and marketing while aligning to our cultures and values. </p> <p>To be successful in the role you will be a seasoned leader and manager who thrives in a dynamic environment, comfortable with change, moving quickly to set direction and build effective alignment across teams and processes. </p> <p>You will be a pivotal member of the xDR leadership team and participate in regional strategy development. You will be comfortable collaborating across senior functional owners throughout the region and leading a team of some 70 BDRs and SDR’s while continuing a multi year transformation program to build our xDR function in Dublin. </p> <p>The Role Will Include </p> <p>Leadership​ </p> <ul> <li>Ownership of the overall strategy for Business and Sales Development in the region including vision, operational rigor and rhythm along with process and key metrics </li> <li>Execute on the plan to drive new business opportunities fuelling the sales pipeline to ensure that the function’s pipeline quotas are met and exceeded </li> <li>Lead a multilingual, multi disciplinary team who are all early career talent</li> <li>Development of a network within the wider Sales Development community in order to stay current with role development and ensure optimum performance</li> <li>Building a professional profile that enhances Okta’s standing and help’s attract talent to Okta</li> <li>Provide strategic leadership to the wider organization, market insights, recommendations and competitive analysis </li> </ul> <p>People Strategy </p> <ul> <li>Be passionate about career acquisition, development and retention. </li> <li>Working with TA and Enablement to design and implement hiring, onboarding, coaching and development, including succession planning, within the XDR function.</li> <li>Creation and implementation of career pathways that ensure rapid ramp up, high performance and optimised tenure within the team </li> </ul> <p>Internal Stakeholders </p> <ul> <li>Work cross functionally with colleagues (Marketing, Sales, RevOps) many times with ambiguity in ever changing market conditions. </li> <li>Develop and nurture a network of internal stakeholders, generating new ideas to optimise business performance </li> <li>Working in partnership with other departments to ensure Territory is well defined and that coverage across Marketing, BDR, SDR and AE communities is optimised and resourced correctly. </li> </ul> <p>Process Adherence and Evolution of Processes </p> <ul> <li>Generate new ideas to drive overall increase in business performance </li> <li>Use systems and processes to analyse pipeline data to draw business insights.  Make business decisions, recommendations and interventions based on the data </li> <li>Optimise our Technology stack - integrating Ai into our Workflow &amp; pilot AI/automation tools to improve productivity</li> </ul> <p>What You Will Bring To Our Team </p> <ul> <li>Demonstrated subject matter experience and success building high quality sales pipeline for B2B SaaS businesses focussed on Commercial and Enterprise segments  </li> <li>Strong leadership qualities, with demonstrated success of leading in a value-led environment and high achieving culture  </li> <li>Deep understanding of demand generation, inbound and target account outbound strategies </li> <li>Experience leading a Sales Development, Business Development or Inside Sales organisation</li> <li>High aptitude for cross functional collaboration and ability to influence internally and externally</li> <li>Adept at collaborating with sales, product marketing and cross functional marketing teams</li> <li>Quantitative skills to make data-driven decisions and reporting</li> <li>Creative mindset, AI competent and can-do attitude</li> <li>Expertise in prospecting and Sales Development tools and fra