Senior Sales Strategy & Operations Manager, Japan at Okta

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 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.

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.

The Opportunity

Drive Hyper-Growth at Okta Japan and Korea

Are you a highly strategic and operationally brilliant leader ready to drive Okta’s fast-growing Japanese and Korean markets, in collaboration with local GTM leaders, APJ, and Global teams?

Okta, the leading independent identity provider, is seeking an exceptional Senior Sales Strategy & Operations Manager to be the trusted strategic partner to our Japan and Korea Sales Leadership. This is a pivotal role where you will actively design, build, and optimize the Go-to-Market (GTM) engine that drives our next phase of revenue growth in two of APJ’s most strategic markets.

You will leverage your deep understanding of the Japan market to lead our internal cadence, executing rigorous operational processes for both countries, and work seamlessly with our APJ and Global strategy and operations teams. If you are ready to own annual planning, unlock competitive advantage through data, and be the operational backbone for an elite sales organization in North Asia, this is your chance to make an undeniable impact.

What you’ll be doing

As the Senior Manager, reporting to the APJ Sales Strategy and Operations leader, you will be the chief architect of sales effectiveness and efficiency for Japan and Korea. Your mandate is to translate high-level Global and APJ goals into actionable, measurable execution plans tailored for these unique markets.

I. Strategic Planning & GTM Ownership

Own the Annual GTM Planning Cycle: Lead the end-to-end annual planning process for Japan and South Korea Sales organizations, including capacity modeling, headcount planning, meticulous territory design, and quota allocation.

Local Market Insight: Conceptualize and execute complex, data-driven analyses to uncover new revenue opportunities, market segment penetration strategies, and efficiency gains specific to the Japan and South Korea contexts.

Executive Insight & Influence: Develop and deliver executive-ready presentations and insights (e.g., Quarterly Business Reviews) to Japan, South Korea, and APJ leadership, translating performance data into clear, strategic recommendations for acceleration.

II. Operational Excellence & Process Design

Regional Sales Cadence: Drive, manage, and enforce a rigorous sales operating rhythm across both Japan and South Korea (forecasting, pipeline reviews, performance management) to ensure clarity, consistency, and predictable revenue outcomes.

Optimize the Sales Ecosystem: Serve as the subject matter expert for the region, identifying and implementing opportunities to streamline local workflows, reporting, and the overall Account Executive/Manager experience.

Cross-Functional GTM Synchronization: Drive alignment between Sales and critical functions (SDR/BDR, Partner Sales, Marketing, Finance, and HR) to ensure seamless execution of regional and local strategies, product launches, and talent acquisition plans.

III. Business Performance & Advanced Analytics

Performance Monitoring: Build and maintain sophisticated analytical models and dashboards (using tools such as Clari & Tableau) to track key performance indicators (KPIs) and measure the effectiveness of strategic sales programs in the region.

Forecasting Contribution: Work closely with the APJ Sales Strategy and Operations team to ensure accurate local data contribution and rigorous review of the sales forecasting process.

Productivity Diagnostics: Diagnose performance gaps and provide deep, local market insights to inform sales training, incentive structures, and compensation plans, ensuring maximized sales productivity.

What you’ll bring to the role

Experience: 7-10+ years of progressive experience in Sales Operations, Sales Strategy, Management Consulting, or a comparable Strategic Finance role, preferably within a high-growth SaaS or technology environment.

Japan Market Expertise: Proven success in leading strategic planning and operations for a commercial team in the Japan market. Deep understanding of local business practices, cadence, planning requirements, and sales dynamics is critical.

Data & System Mastery: Exceptional analytical and quantitative skills, including advanced proficiency in Google Sheets/Excel and operational workflows.

Executive Communication: Demonstrated ability to build trust and influence senior Sales Leaders, clearly articulating complex issues and data-driven solutions.

Language Fluency: Fluency in Japanese and Fluent English (verbal and written).

Leadership Mindset: A self-starter capable of managing ambiguity and owning projects from conception through to execution across multiple markets (Japan & South Korea).

Preferred Qualifications

Experience covering the Korean market or working in a multi-country North Asia structure.

Prior experience in a heavily matrixed global operations team.

Working knowledge of forecasting tools (e.g., Clari) or planning tools (e.g., Anaplan).

Why Join Okta: Unrivaled Impact & Growth

Pivotal Market Ownership: This is your chance to own the operational success of two of the most strategic markets in APJ (Japan and Korea), with high visibility to the SVP/GM and APJ leadership team.

Strategic Co-Pilot: You will be a co-pilot to the Japan/Korea Sales leadership team, with direct influence over revenue targets, investment strategies, and critical headcount decisions.

Global Exposure: Work in a global organization, collaborating directly with peers across the APJ region and in Global Operations, ensuring a truly international scope to your career development.

Culture & Values: Join a company that is innovating rapidly and trusts its employees to design and implement the strategies needed for local success.

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

Amazing Benefits

Making Social Impact

Developing Talent and Fostering Connection + Community at Okta

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! https://www.okta.com/company/careers/.

Some roles may require travel to one of our office locations for in-person onboarding.

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 complete any part of the job application, interview process, or onboarding 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 Personnel and Job Candidate Privacy Notice at https://www.okta.com/legal/personnel-policy/.

Senior Sales Strategy & Operations Manager, Japan

Job Description