Business Development Manager

The Team

At Okta, our Sales Development team is at the heart of everything we do—a high-energy, mission-driven group dedicated to driving top-of-funnel success and building a repeatable, high-quality pipeline. We're a team of trusted, high-performing individuals who are motivated by meaningful work, and where achievements are celebrated. In a fast-paced, hyper-growth environment, we innovate constantly and work together to drive impact.

The Opportunity

In this highly visible role, you’ll lead a dynamic team of Business Development Representatives, spearheading both inbound lead processing and outbound outreach. You’ll partner with cross-functional teams across Sales, Demand Generation, Recruiting, HR, Sales Enablement, and Operations to nurture talent and achieve exceptional results.

We believe in empowering our people, giving them the autonomy to lead and grow their own business. We’re committed to investing in your success with world-class training, continuous professional development, and access to the latest tools and technologies. Innovation is in our DNA, and we actively encourage new ideas to fuel our progress.

We’re seeking a passionate, results-driven sales development leader who thrives on building great teams, scaling pipeline growth, and making a lasting impact. If you’re excited by the challenge of leading, mentoring, and driving success in an ambitious environment, we want to hear from you!

What You'll Be Doing

• Develop your team’s quarterly plan to meet/exceed pipeline targets


• Hire and onboard new Business Development Representatives, who are often young professionals earlier in their career


• Develop your team’s skills for outbound prospecting, qualifying, and opportunity creation


• Provide your team with regular coaching, feedback, and professional development


• Closely monitor metrics and KPIs with the aim to increase productivity


• Work closely with sales managers and account executives to ensure proper alignment on account coverage, target personas, opportunity quality and BDR to AE hand-off


• Articulate the business value of Okta, and maintain in-depth knowledge of the Okta platform, our competitors, and industry trends


• Manage quota achievements on a monthly, quarterly and annual basis.

What You'll Bring To The Role

• 2+ years in sales or sales development, or 1+ years leading a team


• A self-starter who thrives independently and knows how to navigate relationships with sales leadership


• A data-driven storyteller who transforms insights into action and inspires with the power of numbers


• Energetic and hands-on in shaping a dynamic, inclusive team culture in a close-knit setting


• Outstanding communication, presentation, and conflict resolution skills


• Mastery of Salesforce.com (bonus if you're skilled with other sales tools)


• A track record of hiring, developing, and inspiring top talent


• Comfortable in fast-paced, ever-evolving environments

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

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: https://www.okta.com/privacy-policy.