# Sales Development Manager

**Company:** [Okta](https://hotfix.jobs/companies/okta)
**Location:** San Francisco, CA, Washington, DC
**Role:** Sales Development
**Salary:** $140k – $193k/yr
**Experience:** 1+ years
**Skills:** Salesforce.Com, Lead Generation, Team Management, Coaching, Prospecting, Qualifying, Opportunity Creation, Pipeline Management, Bdr Management, Sales Tools
**Posted:** 2026-06-24

> Manage, coach, and develop a team of Business Development Representatives to drive lead generation and pipeline creation. Align outbound strategy with marketing and sales teams while monitoring metrics and ensuring effective SDR-to-AE handoff.

## Job Description

## Core Responsibilities
- Hire, onboard, and develop new Business Development Representatives
- Set and define the Business Development strategy
- Maintain a strong focus on outcomes and impact
- Develop your team’s skills for prospecting, qualifying, and Opportunity creation
- Provide regular coaching, feedback, and professional development
- Closely monitor metrics 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 SDR to AE hand-off
- Articulate the business value of Okta, and maintain in-depth knowledge of the Okta platform, our competitors, and industry trends

## Requirements/Qualifications
- Minimum 1+ years directly managing a team of SDR/BDR’s (startup/growth-stage experience highly preferred)
- Strong executive presence and the ability to maintain confidentiality and business ethics
- Excellent leadership, interpersonal, communication and conflict resolution skills
- Expert in using Salesforce.com and other sales tools/products to drive productivity
- Proven ability to effectively hire and train new BDRs
- Effective presentation and listening skills
- Comfort working in fast-paced environments and ability to work through unknowns

## Leadership 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.

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