Sales Development Representative

Okta

Secure Every Identity, from AI to Human Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence. This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk. Our team is looking for a Sales Development Representative (SDR) to join our sales organization. This isn't just about hitting call numbers; it's about strategically identifying, engaging, and qualifying high-value target accounts to generate significant pipeline and fuel Okta's continued market leadership. If you have a hunger for exceeding targets and a desire to work on complex, enterprise-level opportunities, we want to talk to you. This role offers a direct pathway to further your career in a dynamic, fast-growing cybersecurity environment. What You'll Do (Your Impact): * Spearhead Strategic Outbound Prospecting: You'll own the identification and engagement of key decision-makers within target enterprise accounts, employing sophisticated, multi-channel outreach strategies (call, email, social selling, video). * Generate High-Quality Pipeline: Go beyond lead generation. You'll deeply qualify, nurture, and convert prospects into sales-ready meetings and opportunities for our elite Account Executive team. * Become an Okta Evangelist: Master Okta's value proposition and articulate how our solutions address critical business challenges and deliver tangible outcomes for diverse enterprise clients. * Collaborate for Success: Partner closely with Account Executives, Field Marketing, and Product Specialists to develop targeted campaigns, refine messaging, and ensure seamless deal progression. * Data-Driven Execution: Leverage our best-in-class SaaS toolkit (Salesforce, Outreach, etc.) to meticulously manage your pipeline, track engagement, and identify insights for continuous improvement. * Exceed Expectations: Consistently achieve and surpass monthly/quarterly quotas for qualified opportunities and pipeline contribution. * Represent Okta: Act as a brand ambassador at industry events (virtual and in-person), building your network and uncovering new opportunities. What You Bring (Your Expertise): * Master of Outbound: Expertise in crafting compelling messaging, cold calling, objection handling, and leveraging modern sales engagement platforms (e.g., Outreach, SalesLoft). * Exceptional Communicator: Articulate, persuasive, and engaging, with outstanding written and verbal communication skills tailored for senior-level interactions. * Strategic & Results-Oriented: A self-starter with a hunter mentality, driven by results and capable of developing and executing strategic prospecting plans. * Consultative Approach: Skilled in active listening, uncovering nuanced customer needs, and aligning them with relevant solutions. * Tech Savvy: Proficient with CRM (Salesforce preferred) and other sales productivity tools. Quick to learn and adapt to new technologies. * Resilient & Adaptable: Thrives in a fast-paced, dynamic team environment and can navigate change effectively. * Organizational Prowess: Excellent time management and organizational skills, with the ability to manage multiple priorities. Why Okta? * Impact & Visibility: Play a crucial role in Okta's growth engine, with direct contribution to revenue. * Career Advancement: Clear pathways for high-performing SDRs to progress into Account Executive roles, leadership, or other strategic positions within the organization. * World-Class Product & Team: Represent an industry-leading identity solution and collaborate with talented, passionate professionals. * Continuous Learning: Access to ongoing training and development to hone your skills and deepen your cybersecurity knowledge. * Competitive Compensation & Benefits: We reward success and offer a comprehensive package, including amazing perks. If you're ready to make a significant impact and accelerate your career with a market leader, apply today! #LI-Onsite #LI-MT1   The Okta Experience * Supporting Your Well-Being  * Driving Social Impact  * Developing Talent and Fostering Connection + Community We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one. Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws. If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation. Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, please click here to view our full NYC AEDT Notice.

Okta

Secure Every Identity, from AI to Human Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence. This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk. Okta is the foundation for secure connections between people and technology. By harnessing the power of the cloud, Okta allows pople to access applications on any device at any time, while still enforcing strong security protections. It integrates directly with an organization’s existing directories and identity systems, as well as 4,000+ applications. Because Okta runs on an integrated platform, organizations can implement the service quickly at large scale and low total cost. Thousands of customers, including Adobe, Allergan, Chiquita, LinkedIn, and Western Union, trust Okta to help their organizations work faster, boost revenue, and stay secure. To learn more about Okta, visit: https://www.okta.com. The Enablement Business Partner Team The Enablement Business Partner (EBP) team at Okta bridges global enablement strategies with field execution. They act as trusted advisors to sales leaders, tailoring programs to regional and segment-specific needs. Focused on collaboration, alignment, and measurable impact, EBPs drive knowledge retention, skill development, and performance improvement to empower Okta’s teams. The Sales Enablement Leader, Asia Pacific Japan (APJ) The Sales Enablement Leader, APJ will lead Okta’s enablement strategy and execution across the APAC region. This is a people leadership role responsible for leading a regional POD team and partnering closely with senior Sales Leaders to improve sales productivity, capability, and performance. This role will act as a trusted advisor to regional sales leadership, helping diagnose business challenges, identify root causes, and recommend enablement solutions that improve sales execution and commercial outcomes. The successful candidate will bring strong sales acumen, consultative problem-solving skills, people leadership experience, and the ability to facilitate impactful enablement sessions across diverse teams, markets, and seniority levels. What you’ll be doing  * Regional Orchestration: While the primary remit of the EBP is to serve the sales team, the APJ EBP orchestrates the enablement needs across all field functions: Sales (including Onboarding), Presales (SEs), Partners and Alliances, Sales Development Representatives (SDRs), and Customer First. The regional enablement plan should harmonize all functions, and the APJ EBP is the leader and ochestrater of the region’s enabolement efforts. * Voice of the Field (VoF): EBPs play a pivotal role in representing the field's perspective, gathering insights through close collaboration with key stakeholders, including all levels of sales leadership along with the extended selling team (sales ops, XDR, Marketing, etc). This feedback is regularly channeled back not only to the Global Enablement Team (GET) but also to the other field supporting functions (PMM, Marketing, Sales Ops, etc). * Strategic Alignment with the Field: EBPs build strong, trust-based relationships with sales leaders, managers, and individual contributors, aligning enablement initiatives with business objectives. This component of the EBP role is focused on bringing information and providing insights to the field partners (while Voice of the Field focused on bringing information and providing insights to GET from the field). * Program Activation & Execution: EBPs are accountable for activating both global and local enablement initiatives within their regions, including pre-launch, launch, and post-launch activities. They work closely with program owners to build engagement and adoption strategies, maintaining responsibility for seamless execution, field engagement, facilitation, and tracking of success metrics. EBPs drive continuous feedback loops to optimize program outcomes and ensure alignment with field objectives. * Global Enablement Plan Development: EBPs actively participate in the creation of the quarterly Global Enablement Plan by defining regional and segment-specific needs. They are responsible for thoroughly communicating field-driven requests, challenges, and potential barriers to enablement adoption, contributing actionable insights to shape and prioritize GET’s global initiatives. * Program Proposals & Content Development: EBPs submit Program Briefs to GET for approval and consideration as potential global programs. Upon approval, the EBP provides the content team with a detailed framework to guide content creation, ensuring it meets regional and segment-specific requirements and resonates with the intended audience. * Sales and Business Acumen: EBPs are expected to maintain deep knowledge of products, use cases, MEDDPICCC, deal progression, and Customer Engagement Models (CEM). EBPs are also deeply embedded in the businesses of the segments they support. They have a robust understanding of their segment’s strategic goals, market dynamics, and financial levers.  What you’ll bring to the role & what we’re looking for  * 3–5 years of experience in sales enablement, revenue enablement, or a related field, ideally within the tech or SaaS industry. * Proven ability to act as a strategic advisor and partner to senior sales leaders. * Proven track record of developing and delivering enablement programs tailored to sales teams. * Deep understanding of sales execution including: onboarding, sales processes, challenges, and buyer personas. * Familiarity with MEDDPICC * Experience working with remote and geographically dispersed teams is a plus. * Experience working with sales, product marketing, and operations teams to align enablement initiatives with organizational goals. * Experience designing and executing enablement programs that drive measurable sales performance improvements. * Competence in leveraging sales enablement platforms (e.g., Highspot) for content delivery and tracking. * Ability to assess program effectiveness through data and analytics, with a focus on ROI and performance metrics. * Strong facilitation skills with experience delivering engaging training sessions. * Excellent communication and storytelling abilities to connect with sales teams effectively. * Some travel required #LI-RITH1 #LI-Hybrid SRC-612 The Okta Experience * Supporting Your Well-Being  * Driving Social Impact  * Developing Talent and Fostering Connection + Community We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one. Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws. If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation. Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, please click here to view our full NYC AEDT Notice.

Datadog

As an Account Executive (AE) on our Commercial Sales team, you will assist in Datadog’s overall business growth by strategically engaging and closing net-new customers across small to midsize markets. Sellers follow a well-defined methodology, collaborate with internal stakeholders, identify the customer's unique needs, and clearly convey the value of the Datadog product. AEs have the opportunity to grow their careers in Sales and continue contributing to Datadog team success. At Datadog, we place value in our office culture - the relationships and collaboration it builds and the creativity it brings to the table. We operate as a hybrid workplace to ensure our Datadogs can create a work-life harmony that best fits them. What You’ll Do: * Focus on net-new logo acquisition via outbound activity * Become a Datadog expert through continued product and sales trainings * Manage the full sales cycle, including technical demonstrations and negotiation  * Collaborate with Sales Development Representatives to drive top of funnel activity * Strategically prospect into Chief Technology Officers, Engineering/IT Leaders, and technical end-users Who You Are: * Candidates should have at least one year of full sales-cycle experience from prospecting to closing deals, as well as a minimum of one year selling a complex and technical product or service. * Curious, driven, and motivated as a sales person * Creative in how you map and break into accounts * Able to learn from feedback and champion a growth mindset * Comfortable operating in a highly technical, fast paced environment Datadog values people from all walks of life. We understand not everyone will meet all the above qualifications on day one. That's okay. If you’re passionate about technology and want to grow your experience, we encourage you to apply. Benefits and Growth: * High income earning opportunities based on self performance * New hire stock equity (RSU) and employee stock purchase plan (ESPP) * Continuous professional development, product training, and career pathing  * Sales training in MEDDIC and Command of the Message  * Intra-departmental mentor and buddy program for in-house networking  * An inclusive company culture, opportunity to join our Community Guilds * Generous global benefits Benefits and Growth listed above may vary based on the country of your employment and the nature of your employment with Datadog. #LI-Hybrid ---------------------------------------------------------------------------------------------------------------------------------- About Datadog:  Datadog is the leading observability and security platform for the AI era, providing businesses with unified visibility across the technology stack to manage complexity at scale. It brings applications, infrastructure, data, models, and security into one place, using AI to detect and resolve issues before they impact customers. Trusted globally by Fortune 500 companies and high-growth AI leaders, Datadog enables businesses to move faster with clarity and confidence. Learn more about #DatadogLife on Instagram, LinkedIn, and Datadog Learning Center. ---------------------------------------------------------------------------------------------------------------------------------- Equal Opportunity at Datadog: Datadog is proud to offer equal employment opportunity to everyone regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, veteran status, and other characteristics protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. Here are our Candidate Legal Notices for your reference.  Datadog endeavors to make our Careers Page accessible to all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please complete this form. This form is for accommodation requests only and cannot be used to inquire about the status of applications.  Privacy and AI Guidelines: Any information you submit to Datadog as part of your application will be processed in accordance with Datadog’s Applicant and Candidate Privacy Notice. For information on our AI policy, please visit Interviewing at Datadog AI Guidelines.