Director, People Business Partner – AMER Field Sales

Okta•Chicago, IL

About The Position

Okta is seeking a Director, People Business Partner to serve as the core strategic People partner and workforce architect for the Senior Vice President & General Manager of AMER Sales and the executive leadership team. The role focuses on executive consulting, organizational design, and strategic human capital planning for the company’s revenue-generating business in the Americas. Working within Okta’s Pod Model alongside Centers of Excellence and People Operations partners, this leader will advise senior sales leadership and help drive organizational transformation. The position leads workforce planning and organizational design, including planning aligned to regional ARR targets, quota coverage, and product roadmaps; evolving sales pods, territory models, and go-to-market teams; and advising on role evolution and AI integration to improve sales productivity. It also provides executive coaching, leads change strategies for business and sales-model shifts, and turns workforce and talent data into recommendations for revenue leaders. The Director will lead talent reviews, succession planning, and performance and compensation strategies, while coordinating with global People teams to ensure global programs address sales-specific needs. The annual base salary range is $219,000–$301,000 for candidates in the San Francisco Bay Area, and $196,000–$270,000 for candidates in California (excluding the San Francisco Bay Area), Colorado, Illinois, New York, and Washington. Actual base salary depends on factors including skills, qualifications, experience, and work location. Okta also offers equity where applicable, bonus, benefits, and paid leave in accordance with applicable plans and policies. The role includes an immersive, in-person onboarding experience.

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 and technology business models, sales mechanics such as territories, quotas, and rep productivity cycles, and financial levers.
Comfort operating in a matrixed or Pod HR delivery model and delegating operational and tactical work to prioritize strategic consulting.
Ability to translate complex workforce metrics into clear 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

Develop and execute multi-quarter workforce plans for AMER Sales in partnership with senior sales stakeholders, Revenue Strategy & Operations, and Finance, aligned with regional ARR targets, quota coverage, and product roadmaps.
Lead organizational design and structural evolution across sales pods, territory models, and go-to-market teams, optimizing spans of control, layers, and role definitions.
Advise on GTM workforce transformation, role evolution, skill density, and integration of AI enablement into sales workflows.
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 shifts, territory realignments, and rapid scaling.
Create and deliver executive-level Quarterly Business Reviews, translating talent data, attrition risk, rep ramp-to-productivity metrics, and engagement trends into recommendations.
Lead executive talent reviews, calibration sessions, and succession planning for critical sales leadership and high-impact revenue roles.
Partner with Centers of Excellence on annual reward cycles, sales incentive alignment, and performance management strategies.
Coordinate global People programs with Centers of Excellence, ensuring sales-specific needs are reflected in global strategies.