Director, Sales Development, Japan

Location: Tokyo, Japan; four-day return-to-office policy, with a potential future shift to five days

Company

Okta provides identity security infrastructure that helps organizations protect access for people and AI systems.

What you will do

• Own the end-to-end Sales Development strategy, operating model, performance metrics, and go-to-market execution across Japan.
• Lead, hire, onboard, coach, and develop SDRs and frontline managers while building a high-performance and inclusive team culture.
• Design and execute outbound prospecting strategies using account planning, persona-based plays, intent data, events, AI tools, and industry insights.
• Optimize prospecting tools, CRM workflows, sequences, cadences, qualification standards, forecasting, and capacity planning.
• Partner with Sales, Marketing, Channel, RevOps, and Enablement on demand routing, territory coverage, pipeline quality, onboarding, and SDR-to-AE handoffs.
• Track conversion rates, pipeline health, productivity, and opportunity quality to improve revenue outcomes.

Requirements

• 10–15+ years of experience in Sales Development, Inside Sales, or GTM people management, including second-line leadership.
• Experience building and scaling SDR teams, driving outbound strategy, refining ICPs, and delivering consistent, high-quality pipeline.
• Strong experience with forecasting, capacity planning, segmentation, sales handoffs, and cross-functional collaboration.
• Proficiency with sales tools such as Salesforce, Outreach, CRM, data-enrichment, and AI tools.
• Excellent written and verbal communication in English and Japanese is required.
• Ability to follow the four-day return-to-office policy in Tokyo, with a possible future five-day policy.

Nice to have

• Experience in SaaS, cybersecurity, or enterprise software.
• Bachelor’s degree in Business, Marketing, or a related field, or equivalent experience.

Culture & Benefits

• People-first, diverse, inclusive, and transparent working culture.
• In-person onboarding designed to accelerate impact and build team connections.
• Opportunities for talent development, coaching, internal mobility, and career progression.
• Focus on customer commitment, empowerment, innovation, integrity, and accountability.
• Well-being support and social-impact initiatives.