Sales Development Manager (Inbound)

TL;DR

Sales Development Manager (Inbound): Managing, coaching, and motivating a team of Business Development Representatives to drive lead generation and pipeline creation with an accent on strategic alignment with marketing and sales goals. Focus on hiring, onboarding, and developing talent while optimizing prospecting metrics and ensuring high-quality opportunity hand-offs to Account Executives.

Location: Onsite in San Francisco, California or Washington, DC

Salary: $140,000 — $192,500 USD (OTE)

Company

Okta is a leading identity and access management company building trusted, neutral infrastructure to secure AI and digital identities for organizations worldwide.

What you will do

• Hire, onboard, and develop a high-performing team of Business Development Representatives.
• Define and execute inbound lead generation strategies aligned with go-to-market initiatives.
• Provide regular coaching, feedback, and professional development to team members.
• Monitor key performance metrics to drive productivity and pipeline creation.
• Collaborate with sales managers and account executives to ensure alignment on account coverage and lead quality.
• Articulate the business value of the Okta platform and stay current on industry trends.

Requirements

• Minimum 1+ years of experience directly managing a team of SDRs or BDRs.
• Proven track record of achieving lead generation targets and motivating teams.
• Expert proficiency in Salesforce and other sales productivity tools.
• Strong executive presence with excellent leadership, communication, and conflict resolution skills.
• Ability to work effectively in a fast-paced, evolving environment.
• Must be based in or able to work onsite in San Francisco, CA or Washington, DC.

Culture & Benefits

• Comprehensive health, dental, and vision insurance plans.
• 401(k) retirement savings plan with company matching.
• Flexible spending accounts (FSA).
• Generous paid leave including PTO and parental leave.
• Equity participation where applicable.
• Commitment to social impact and fostering a diverse, inclusive community.