Senior Director EMEA Field Strategy and Operations

London

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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. 

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Okta is hiring for a Senior Director of EMEA Field Strategy and Operations. This role will set the stage for the future growth of Okta as we double in revenue. They’ll be a focus on putting in place the infrastructure that can expand EMEA strategy and operations beyond its current remit of sales, into supporting other field organisations, including pre-sales and partner sales.  

Job Duties and Responsibilities:

  • Partner closely with the EMEA GM to set organisational vision, strategy and planning and associated operational cadence
  • Manage EMEA Field strategy to grow the business,  in alignment with the global structures and with tight collaboration with Finance. This includes: 
    • Strategic growth and investment planning (country tiering and new markets, segmentation, role types) across sales, pre-sales, and partner sales teams. 
    • Own the annual planning for EMEA Partner Sales and Pre-Sales teams (e.g. capacity planning, quotas, territories)
    • Drive integrated strategic planning and execution cadence with other GTM Orgs by providing input and recommendations to Customer First and Marketing for planning
    • Assist the EMEA Sales Strategy & Operations team members in sales planning including quota setting and design and build of territories
  • Own and operationalise all EMEA Field Cadences, ensuring all teams are appropriately represented, including cross-functional teams such Marketing, xDR, Customer Success, Renewals, etc. Examples include: 
    • QBRs
    • Forecasting
    • Pipeline Generation Reviews
    • Pipeline Velocity Reviews
    • Large Deal Reviews
    • and any other Pre-sales and Partner Sales Team specific cadences
  • Lead the EMEA sales and operations team to continuously develop, implement and execute a sound strategic GTM plan that continues our market leadership. 
    • Experience in leading high-performing teams with high trust. 
    • Cultivating psychological safety, inclusion, and belonging. 
    • Strong international credentials that demonstrate the ability to operate across the EMEA region, with a strong understanding of what it takes to conduct business successfully in the various markets.

Required Skills:

  • Minimum of 5 years as a Director / Sr. Director in a Go To Market Strategy & Operations role
  • Demonstrated success in directly leading a high-performing team within the SaaS environment. 
  • Significant experience in influencing and scaling an EMEA field and operations team. 
  • Expert in operationalising EMEA field cadences, with the ability to represent cross collaborations teams, which include sales, pre-sales, customer success, channel,  marketing.
  • Experienced leader within an EMEA environment.
  • Willingness to travel globally and be present at our office in London. 

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Okta
The foundation for secure connections between people and technology

Okta is the leading independent provider of identity for the enterprise. The Okta Identity Cloud enables organizations to securely connect the right people to the right technologies at the right time. With over 7,000 pre-built integrations to applications and infrastructure providers, Okta customers can easily and securely use the best technologies for their business. More than 18,800 organizations, including JetBlue, Nordstrom, Slack, T-Mobile, Takeda, Teach for America, and Twilio, trust Okta to help protect the identities of their workforces and customers.

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