Global Sales Development Strategy & Operations Manager

The Global Sales Development Strategy & Operations Team (SDR/BDR):

The Sales Development Strategy & Ops Team is key to the success of the Global SDR/BDR organization at Okta. Under the supervision of the Director of Global Sales Development Operations, your primary responsibility will be driving Global Sales Development performance by taking the lead in equipping the Sales Development org with the necessary data insights, tools, processes, and strategies to meet ambitious Pipeline Generation targets & increase conversion rates.

The Global Sales Development Strategy & Operations Manager Opportunity:

Responsibilities include owning the success & adoption of the Sales Development tech stack, provide Global analytics support, collaborate w/pipeline generation teams on Global initiatives, documenting & communicating processes, partnering with Enablement on creating training content for tools & processes, and optimizing the SDR user experience in systems such as Salesforce.

What You’ll Be Doing:

• Optimize Global Sales Development processes in various systems including Salesforce CRM, Xactly (commissions tool), & Anaplan (head count management & productivity). Work with IT/BT to optimize the output of these systems by writing detailed technical BRDs (business review documents), managing UAT & post change support. 
• Collaborate with Marketing Operations on management of the Sales Development tools stack to ensure smooth implementation, successful launches, high adoption & communicate any new functionality releases. Identify significant business outcomes and ROI by leveraging the insights uncovered through tools such as Outreach.io, Drift etc.
• Partner with Enablement on delivering key trainings on Sales Development tools, CRM processes, onboarding programs & other enablement launches.
• Lead the implementation of broader Global Sales Development initiatives and pilot programs.
• Support Fiscal Year Planning exercises including writing BRDs for system changes & provide analytics support.
• Partner with Marketing Operations to manage lead routing rules, inform MOPs of changes to rules based on strategy changes within the business.
• Plan, schedule, and manage project timelines and activities from project kick-off through training. Ensure each project is delivered on time and meets business requirements.
• Deliver regular, deeply analytical insights on xDR performance in various systems such as Tableau, SFDC & Anaplan to identify areas of opportunity. Execute strategic changes on identified areas. Relay findings to stakeholders across SDR, Sales & Marketing fostering a data-driven decision-making approach.

What You’ll Bring To The Role:

• Minimum of four years of experience in Sales Operations or a comparable role in process improvement technology consulting, professional services, or software services/implementations.
• Salesforce expertise is required, encompassing adeptness in generating reports and dashboards, as well as proficiency in managing Lead, Contact, Opportunity, and Account object relationships, alongside a firm grasp of CRM best practices.
• Proficient in analytics, capable of producing graphical representations and tables, proficient in spreadsheet usage, skilled in performing calculations and automating processes for managing large datasets. Experience in these areas is essential.
• Proficiency in understanding and implementing Lead management Key Performance Indicators (KPIs), along with a deep understanding of best practices and streamlined processes for both inbound (Business Development Representative - BDR) and outbound (Sales Development Representative - SDR) lead generation.
• Experience in writing technical BRDs for IT/BT, ability to translate business requirements into technical requirements.
• Proficiency in quantitative analysis and advanced knowledge of Google Sheets/MS Excel, including functions such as SUMIFS, INDEX/MATCH, VLOOKUP, and table formulas, are essential qualifications for this position.
• Previous experience with Sales Development technology tools like Outreach.io, Drift, etc.
• Demonstrates a can-do attitude, proactively engages with tasks, exhibits a strong sense of urgency, and embraces a mindset geared towards hyper growth.

And extra credit if you have experience in any of the following!

• Familiarity with Anaplan, Xactly and Tableau preferred.

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