Senior Sales Strategy & Operations Manager, Japan

The Opportunity

Drive Hyper-Growth at Okta Japan and Korea

Are you a highly strategic and operationally brilliant leader ready to drive Okta’s fast-growing Japanese and Korean markets, in collaboration with local GTM leaders, APJ, and Global teams?

Okta, the leading independent identity provider, is seeking an exceptional Senior Sales Strategy & Operations Manager to be the trusted strategic partner to our Japan and Korea Sales Leadership. This is a pivotal role where you will actively design, build, and optimize the Go-to-Market (GTM) engine that drives our next phase of revenue growth in two of APJ’s most strategic markets.

You will leverage your deep understanding of the Japan market to lead our internal cadence, executing rigorous operational processes for both countries, and work seamlessly with our APJ and Global strategy and operations teams. If you are ready to own annual planning, unlock competitive advantage through data, and be the operational backbone for an elite sales organization in North Asia, this is your chance to make an undeniable impact.

What you’ll be doing

As the Senior Manager, reporting to the APJ Sales Strategy and Operations leader, you will be the chief architect of sales effectiveness and efficiency for Japan and Korea. Your mandate is to translate high-level Global and APJ goals into actionable, measurable execution plans tailored for these unique markets.

I. Strategic Planning & GTM Ownership

• Own the Annual GTM Planning Cycle: Lead the end-to-end annual planning process for Japan and South Korea Sales organizations, including capacity modeling, headcount planning, meticulous territory design, and quota allocation.

• Local Market Insight: Conceptualize and execute complex, data-driven analyses to uncover new revenue opportunities, market segment penetration strategies, and efficiency gains specific to the Japan and South Korea contexts.

• Executive Insight & Influence: Develop and deliver executive-ready presentations and insights (e.g., Quarterly Business Reviews) to Japan, South Korea, and APJ leadership, translating performance data into clear, strategic recommendations for acceleration.

II. Operational Excellence & Process Design

• Regional Sales Cadence: Drive, manage, and enforce a rigorous sales operating rhythm across both Japan and South Korea (forecasting, pipeline reviews, performance management) to ensure clarity, consistency, and predictable revenue outcomes.

• Optimize the Sales Ecosystem: Serve as the subject matter expert for the region, identifying and implementing opportunities to streamline local workflows, reporting, and the overall Account Executive/Manager experience.

• Cross-Functional GTM Synchronization: Drive alignment between Sales and critical functions (SDR/BDR, Partner Sales, Marketing, Finance, and HR) to ensure seamless execution of regional and local strategies, product launches, and talent acquisition plans.

III. Business Performance & Advanced Analytics

• Performance Monitoring: Build and maintain sophisticated analytical models and dashboards (using tools such as Clari & Tableau) to track key performance indicators (KPIs) and measure the effectiveness of strategic sales programs in the region.

• Forecasting Contribution: Work closely with the APJ Sales Strategy and Operations team to ensure accurate local data contribution and rigorous review of the sales forecasting process.

• Productivity Diagnostics: Diagnose performance gaps and provide deep, local market insights to inform sales training, incentive structures, and compensation plans, ensuring maximized sales productivity.

What you’ll bring to the role

• Experience: 7-10+ years of progressive experience in Sales Operations, Sales Strategy, Management Consulting, or a comparable Strategic Finance role, preferably within a high-growth SaaS or technology environment.

• Japan Market Expertise: Proven success in leading strategic planning and operations for a commercial team in the Japan market. Deep understanding of local business practices, cadence, planning requirements, and sales dynamics is critical.

• Data & System Mastery: Exceptional analytical and quantitative skills, including advanced proficiency in Google Sheets/Excel and operational workflows.

• Executive Communication: Demonstrated ability to build trust and influence senior Sales Leaders, clearly articulating complex issues and data-driven solutions.

• Language Fluency: Fluency in Japanese and Fluent English (verbal and written).

• Leadership Mindset: A self-starter capable of managing ambiguity and owning projects from conception through to execution across multiple markets (Japan & South Korea).

Preferred Qualifications

• Experience covering the Korean market or working in a multi-country North Asia structure.

• Prior experience in a heavily matrixed global operations team.

• Working knowledge of forecasting tools (e.g., Clari) or planning tools (e.g., Anaplan).

Why Join Okta: Unrivaled Impact & Growth

• Pivotal Market Ownership: This is your chance to own the operational success of two of the most strategic markets in APJ (Japan and Korea), with high visibility to the SVP/GM and APJ leadership team.

• Strategic Co-Pilot: You will be a co-pilot to the Japan/Korea Sales leadership team, with direct influence over revenue targets, investment strategies, and critical headcount decisions.

• Global Exposure: Work in a global organization, collaborating directly with peers across the APJ region and in Global Operations, ensuring a truly international scope to your career development.

• Culture & Values: Join a company that is innovating rapidly and trusts its employees to design and implement the strategies needed for local success.

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