SMB New Business, Sr. Sales Manager

The Okta Sales Team

Okta has a vision to free anyone to safely use any technology by providing a secure, highly available, enterprise-grade platform that secures billions of Workforce log-ins every year. As an Okta AE, you will drive territory growth through both net new logos and cultivating relationships to develop and grow existing Okta Platform customers. With the support of your Okta ecosystem, your focus will be on consistent results and an unwavering commitment to our customers.

The SMB Sales Team
Okta’s Small Business Sales Team manages the sales process for our smaller business customers. The team organizes and conducts sales presentations, site visits and product demonstrations to prospects. They represent Okta in a consistent, effective and professional manner to best develop and win new clients and current customers.

The Sr. Sales Manager Opportunity

The Sr. Sales Manager, SMB is responsible for the development and business results of a team of quota-carrying Account Executives in their region. The right Sales Leader for this position should have the ability to increase the productivity of account executives through skill development, adherence to activity standards, providing inspiration, rapid conflict resolution and building a highly empowered, constructive sales culture. We’re looking for a strong leader to take it to the next level.

*This role requires in-person onboarding and travel to our San Francisco, CA HQ office during the first week of employment.

What you’ll be doing:

• Manage the day-to-day operations of an SMB sales team and ensure quarterly revenue targets and monthly goals are achieved.


• Manage and optimize the team pipeline, ensuring that it is healthy, accurate, and up-to-date. Adopts consistent forecast management processes aligned to global standards, accurately and often communicating their forecasts to their leaders.


• Actively engage in territory planning and opportunity development.


• Build and maintain a high-impact team that drives value through diverse capabilities, a shared purpose or common goal, and an environment of trust and collaboration.


• Lead with curiosity by providing impactful, dynamic coaching and feedback to drive direct professional development and performance of each AE.


• Exemplify team selling and cross-functional collaboration by leveraging the full power of Okta and our partners, ensuring the customer achieves maximum value.


• Facilitate and influence decision-maker or executive-level customer conversations as necessary, using their economic, financial, product, integration/ISV architecture, and industry expertise to support and drive decision-making and deliver value.


• Identify new, innovative ways to improve processes and drive revenue growth, taking calculated risks and experiments with new strategies or tactics.


• Expertly communicate ideas, directives, and guidance to team members and the entire organization, with particular focus on providing clarity and distilling critical information amidst noise.


• Enforce operationally sound cadences and expectations, holding themselves, their team, and partners accountable.

What you’ll bring to the role:

• 5+ years of experience in selling within the SaaS B2B space


• Proven track record of leading a team focused in prospecting and identifying opportunities for growth to secure new logos


• 2+ years of experience managing a team of quota-carrying SaaS sales professionals


• Ability to build trust and strong relationships with internal partners and ecosystem


• Strong customer-facing and presentation skills; executive-level communication and interpersonal skills


• Ability to travel approximately 25%


• BS/BA degree strongly preferred

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