Director, People Business Partner – AMER Field Sales

Okta•San Francisco, CA

5d•$196,000 - $301,000

About The Position

Okta is seeking a Director, People Business Partner to serve as the strategic People partner and workforce architect for the Senior Vice President & General Manager of AMER Sales and the executive leadership team. The role supports the company’s primary revenue-generating organization in the Americas and focuses on executive consulting, organizational design, and strategic human capital planning. Operating within Okta’s People Pod Model, the Director partners closely with Centers of Excellence (COEs) and People Operations partners. The role advises and coaches senior sales leaders, plans and models the sales workforce, shapes organizational structure, leads change initiatives, and translates workforce data into strategic recommendations. It also oversees executive talent and succession planning and coordinates sales-specific needs with global People programs.

Requirements

10+ years of HRBP experience in a high-speed, global technology company.
Deep expertise in organizational design, headcount modeling, sales go-to-market structures, and strategic workforce planning.
Strong fluency in SaaS or technology business models, sales mechanics such as territories and quotas, rep productivity cycles, and financial levers.
Comfort operating in a matrixed or Pod HR delivery model and delegating operational or tactical tasks to focus on strategic consulting.
Ability to translate complex workforce metrics into compelling narratives and executive-level strategic decisions.
Exceptional communication, influencing, and political acumen, with resilience in high-stakes, fast-paced sales environments.

Nice To Haves

5+ years of HRBP experience supporting a growing, global technology sales team, including alignment with SVP-level or higher direct sales leaders in an international environment.

Responsibilities

Partner with senior sales stakeholders, Revenue Strategy & Operations, and Finance to create, model, and execute a multi-quarter AMER Sales workforce plan aligned with regional ARR targets, quota coverage, and product roadmaps.
Lead organizational design across sales pods, territory models, and go-to-market teams, optimizing spans of control, organizational layers, and role definitions.
Advise on GTM workforce transformation, role evolution, skill density, and integrating AI enablement into sales workflows to improve rep productivity.
Provide strategic advice and coaching to the SVP of AMER Sales and VP-level sales leaders on executive leadership, team dynamics, talent density, and organizational health.
Design and execute change management strategies for GTM pivots, compensation and commission model changes, territory realignments, and rapid scale.
Develop and deliver executive-level Quarterly Business Reviews by synthesizing talent data, attrition risk, rep ramp-to-productivity metrics, and engagement trends into strategic recommendations.
Lead executive talent reviews, calibration sessions, and succession planning to maintain bench strength for critical sales leadership and high-impact revenue roles.
Partner with COEs on annual reward cycles, sales incentive alignment, and performance management strategies.
Coordinate global People programs with COEs, including Talent Acquisition, Total Rewards, and People Experience, ensuring sales-specific needs are reflected in global strategies.