Lead, Startup & Ventures Marketing

P-1507 We are looking for a Sales Leader to join our growing Startups segment. You will be responsible for overseeing and motivating a team of Hunting Account Executives focused on winning new logos within the VC-Backed Startup ecosystem. You will be measured by your team’s ability to break into new accounts, generate fresh pipeline, and exceed quota through new business acquisition. This is a team of high-energy, coachable sellers. We are looking for a leader who possesses a hunter’s instinct, and loves developing first-time Account Executives into elite closers and outbound experts. THE IMPACT YOU WILL HAVE: * Drive Revenue Success: Own and exceed your team’s monthly, quarterly and annual sales targets. * Develop and Implement Strategic Plans: Develop and lead execution of strategic plans for team’s development and revenue attainment. * Build Trust-Based Relationships: Develop long term employee, customer, partner, and cross-functional relationships. * Lead with Value: Enable your team to understand the commercial and business goals of your customer and how they relate to our value proposition. * Empower and Enable the Front-Line Voice of Databricks: Lead your team to effectively communicate the value proposition throughout the customer journey. WHAT WE LOOK FOR: * Experienced (3+ years) high-growth Data/AI/Infrastructure leader with experience leading a sales team to new heights * Experience translating a highly technical product to business value for the c-suite. Experience in big data, selling against open source or freemium models is a plus. * Track record of success executing against personal and team goals while always striving to uplevel your and your team’s skills * Proven leadership ability to influence, develop, and empower employees to achieve personal objectives with a team first mindset * Ability to coach and develop fundamentals in your Account Executives including and not limited to prospecting, expansion, operational rigor, and personal development. * Excellent written and verbal communication skills as well as experience communicating with and presenting to the C-Suite * Willing to travel as needed (<25%) and work on the deals as needed to hit the goals * Bachelor's degree required. MBA or advanced degree is a plus but not required.   About Databricks Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook. Benefits At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here. Our Commitment to Diversity and Inclusion At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics. Compliance If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.

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. We’re looking for a candidate that is eager to demonstrate their ability to manage, coach, mentor, and motivate a team of driven Business Development Representatives. You should bring a proven track record of success in achieving lead generation targets and previous experience motivating teams.  Okta’s Demand Generation team holds position at the top of the funnel for the global sales org and is the talent pipeline that feeds our Account Executives. You will align outbound lead generation goals, strategy, and tactics to our go-to-market initiatives in the marketing organization and collaborate closely with marketing, sales, and enablement groups to maximize pipeline creation. 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 Okta’s Top 5 Core Leadership Competencies are part of the deeply ingrained principles that guide all of our company’s actions. They also align strongly to our cultural cornerstones, our Okta values: love our customers, empower our people, never stop innovating, act with integrity, and maintain transparency. It’s our expectation that our managers and leaders embody these core 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. * 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 Okta’s Top 5 Core Leadership Competencies are part of the deeply ingrained principles that guide all of our company’s actions. They also align strongly to our cultural cornerstones, our Okta values: love our customers, empower our people, never stop innovating, act with integrity, and maintain transparency. It’s our expectation that our managers and leaders embody these core 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. Okta is an Equal Opportunity Employer. #LI-OnSite P5411 The OTE range for this position for candidates located in the San Francisco Bay area is between: $140,000—$192,500 USD Below is the annual On Target Compensation (OTE) range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit: https://rewards.okta.com/us.  The annual OTE range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between: $140,000—$192,500 USD 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.