# Director, Sales Development, Japan

**Company**: Okta
**Location**: Tokyo
**Experience**: executive
**Job type**: full-time
**Category**: Sales
**Industry**: Technology

**Apply**: https://job-boards.greenhouse.io/okta/jobs/8080906?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_a95edb5d-d6f

## Description

We are seeking a Director to lead our high-growth Japan Sales Development team. As the leader of Sales Development, you will be responsible for owning the management of overall inbound business development and outbound prospecting pipeline strategy and execution.

Core Responsibilities:

- Own the end-to-end strategy for Sales Development across Japan, setting the sales vision, operating model, and key performance metrics that fuel regional growth.

- Establish operational rigor and a culture of high performance across the SDR organisation, ensuring the team is aligned to the go-to-market strategy and consistently produces high-quality pipeline.

- Translate market trends, customer insights, and competitive intelligence into targeted prospecting strategies that elevate pipeline performance across segments.

- Drive cross-functional collaboration with Sales, Marketing, Channel, and RevOps to ensure alignment on account coverage, persona focus, inbound/outbound prioritisation, and the SDR → AE handoff model.

Outbound Excellence & Leading by Example:

- Develop and lead the execution of a robust outbound strategy that systematically generates high-quality new business pipeline.

- Model exceptional outbound behaviours by actively participating in call blitzes, demonstrating best-in-class outreach techniques, objection handling, and call preparation.

- Set and reinforce high standards for outbound quality, personalisation, and consistency,ensuring the team understands what 'great' looks like.

Operational Excellence & Execution Discipline:

- Ensure tools, systems, and processes (e.g., Outreach, CRM, data enrichment, AI tools) are optimised to support efficient prospecting and high conversion outcomes.

- Conduct regular inspections of operational workflows, prospecting motions, and productivity metrics, driving continuous improvement and operational innovation.

Talent Development & Frontline Leadership:

- Build, coach, and inspire a high-performing SDR leadership bench, creating strong second-line leaders capable of developing their teams.

- Implement structured coaching frameworks that elevate SDR skills in prospecting, qualifying, discovery, and opportunity creation.

Cross-Functional Partnership & Stakeholder Alignment:

- Partner closely with Marketing to ensure inbound demand, scoring, routing, and follow-up SLAs are aligned and optimised.

- Collaborate with Sales Leaders to continuously refine territory models, target personas, and qualification standards to maximise coverage and opportunity quality.

Pipeline Growth & Business Outcomes:

- Drive execution of the Sales Development strategy to ensure pipeline targets are consistently met or exceeded.

- Lead the team to create high-quality, well-qualified opportunities that accelerate sales cycles and improve win rates.

Requirements:

- 10–15+ years in Sales Development, Inside Sales, or GTM People Manager roles.

- 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.

Skills & Capabilities:

- Strong operator with deep experience in sales tools (Salesforce, Outreach, AI tools).

- Data-driven decision maker with strong analytical and diagnostic skills.

- Ability to design and optimise prospecting workflows, playbooks, coaching frameworks, and qualification standards.

- Excellent written and verbal communication in Japanese and English, executive presence, and influence skills.

## Skills

### Required
- Salesforce
- Outreach
- AI tools
- Japanese
- English

### Nice to have
- SaaS
- cybersecurity
- enterprise software

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Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/okta/jobs/8080906?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)