Director, Sales Development - ANZ

We are seeking a Director, Sales Development to lead our high-growth team of SDRs, owning the ANZ Go-to-Market strategy and the execution of inbound and outbound pipeline generation.

This high-visibility role involves hiring, coaching, and mentoring a high-performing team to drive productivity and outbound quality, ultimately progressing pipeline to revenue. The ideal candidate is an expert in prospecting and account planning, committed to scaling efficient processes and fostering a people-first culture while collaborating across the entire Go-To-Market function.

Key Responsibilities & Impact:

• Strategic & Operational Ownership: Define, own, and execute the regional Sales Development strategy, including vision, process design, and core performance metrics. Maintain a disciplined operating cadence, conducting regular business inspections and ensuring high accountability across the team.


• Outbound Leadership & Rigor: Lead from the front by demonstrating outbound calling excellence and implementing data-driven outbound plays, messaging frameworks, and persona-based sequences aligned with ANZ market opportunities. Leverage AI and prospecting tools to increase efficiency and conversion.


• Execution Excellence: Drive disciplined execution playbooks to ensure predictable pipeline creation that consistently meets or exceeds monthly and quarterly goals. Optimize tools, systems (including Outreach/Salesforce), and workflows to maximize team effectiveness.


• Talent Development & Culture: Serve as a dedicated coach and mentor, responsible for hiring, rapid ramp, and continuous professional development. Implement structured coaching frameworks, create clear career pathways, and foster a highly engaged, inclusive, and high-performance team culture.


• Cross-Functional Collaboration: Partner closely with Sales, Marketing, Channel, and RevOps to ensure cohesive coverage models, aligned account targeting, and flawless SDR–AE handoff processes.

Experience we are looking for:

• 10-15+ years in Sales Development, Inside Sales, or GTM People Manager roles - Including leading managers (second-line leadership).


• Proven experience building and scaling SDR teams and delivering consistent, high-quality pipeline.


• Demonstrated success driving outbound strategy, messaging, ICP refinement, and persona-based plays.


• Strong track record of partnering with Sales, Marketing, RevOps, and Enablement.


• Experience with forecasting, capacity planning, segmentation, and SDR/Sales handoff models.

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.

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