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Business Development Manager

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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 Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart 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 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 diverse and inclusive 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 Sales 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 environmentsOkta’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.

#LI-onsite

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.

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 Privacy Policy at https://www.okta.com/privacy-policy/.

Okta Glassdoor Company Review

3.6

Okta DE&I Review

No rating

CEO of Okta

Todd McKinnon

Approve of CEO

Average salary estimate

$80000 / YEARLY (est.)

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$70000K

$90000K

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What You Should Know About Business Development Manager, Okta

At Okta, we believe that identity belongs to everyone, and as a Business Development Manager in our bustling Chicago office, you'll be at the forefront of this mission! We are looking for an energetic leader ready to inspire a dynamic team of Sales Development Representatives. You’ll take charge of nurturing talent and driving top-of-funnel success in a vibrant, collaborative environment. You'll develop quarterly plans to meet and exceed pipeline targets while overseeing the onboarding of new talent eager to jumpstart their careers. Your leadership will extend to coaching your team in skills essential for outbound prospecting and opportunity creation, all while closely monitoring metrics and KPIs to boost productivity. Building strong relationships across Sales, Demand Generation, and Operations will be key to ensuring alignment and achieving exceptional results at Okta. With over 2 years in sales or leading a team, your knack for motivating others, equipped with outstanding communication skills and a strategic mindset, will be invaluable as we drive innovation together. Join us in shaping the future where digital security and growth go hand in hand, and let's thrive in this fast-paced, ever-evolving landscape! If you're passionate about making an impact while leading with integrity, we can’t wait for you to join our mission-driven team!

Frequently Asked Questions (FAQs) for Business Development Manager Role at Okta

What are the responsibilities of a Business Development Manager at Okta?

As a Business Development Manager at Okta, you will be responsible for leading a team of Sales Development Representatives, developing quarterly plans to meet pipeline targets, and collaborating with cross-functional teams to nurture talent and enhance performance. Your role involves coaching team members in outbound prospecting, ensuring proper alignment across sales teams, and managing quotas effectively. This isn't just a job; it’s an opportunity to impact how businesses approach identity and security.