Director, Sales Development, Japan

Okta
Tokyo
Workplace: OnsiteFull timeFunction: SalesExperience: 10-15 yearsEducation: bachelorsSkills: ["Leadership","Coaching","Data-driven decision-making","Communication","Influence","Accountability","Ownership"]

Lead Okta’s high-growth Japan Sales Development organization, owning inbound business development and outbound prospecting pipeline strategy and execution. Build and motivate a team of SDRs, establish operating rigor, and partner across Go-To-Market functions (Sales, Marketing, Channel, RevOps, Enablement) to improve pipeline quality, productivity, and the SDR-to-AE handoff model. Model outbound excellence, optimize tools and workflows (Outreach, Salesforce, AI/intent data), and develop scalable coaching and talent programs.

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FursaFursa
Okta
Okta
1 month ago

Director, Sales Development, Japan

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Job Summary

Lead Okta’s high-growth Japan Sales Development organization, owning inbound business development and outbound prospecting pipeline strategy and execution. Build and motivate a team of SDRs, establish operating rigor, and partner across Go-To-Market functions (Sales, Marketing, Channel, RevOps, Enablement) to improve pipeline quality, productivity, and the SDR-to-AE handoff model. Model outbound excellence, optimize tools and workflows (Outreach, Salesforce, AI/intent data), and develop scalable coaching and talent programs.
Location: Tokyo
Workplace: Onsite
Employment Type: Full time
Job Function: Sales
Seniority: Director level

Key Responsibilities

  • •Own end-to-end Sales Development strategy across Japan, including operating model and KPI metrics to fuel regional growth.
  • •Build operational rigor across the SDR organization to ensure alignment with go-to-market strategy and consistently high-quality pipeline.
  • •Develop and lead outbound strategy, model best-in-class outreach behaviors, and drive rapid corrective actions based on outbound performance insights.
  • •Optimize tools, systems, and processes (e.g., Outreach, CRM, data enrichment, AI tools) and implement governance for SDR productivity, quality, compliance, and forecasting accuracy.
  • •Hire, onboard, and coach SDR leaders and teams; create structured coaching frameworks and scalable talent development and career pathways.

Pay and Benefits

Schedule:4-Day Week

Key Requirements

  • •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 partnering with Sales, Marketing, RevOps, and Enablement.
  • •Experience with forecasting, capacity planning, segmentation, and SDR/Sales handoff models.
Experience:10-15 yearsSaaSCybersecurityEnterprise softwareGTM
Education:Bachelor's in Business or Marketing
Skills:LeadershipCoachingData-driven decision-makingCommunicationInfluenceAccountabilityOwnership
Languages:JapaneseEnglish
Tech Stack:SalesforceOutreachCRMData enrichmentAI toolsIntent data

Company Brief

Okta
Provides identity and access management cloud solutions that help organizations secure and manage user authentication, single sign-on, multi-factor authentication, and lifecycle management across applications and devices.
Industry: Cybersecurity
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: San Francisco, United States
Founded: 2009
WebsiteLinkedIn