Director, GTM AI Strategy and Operations
at Okta
San Francisco, United States
Get to know Okta
Okta is The World’s Identity Company. We free everyone to safely use any technology, anywhere, on any device or app. Our flexible and neutral products, Okta Platform and Auth0 Platform, provide secure access, authentication, and automation, placing identity at the core of business security and growth.
At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box - we’re looking for lifelong learners and people who can make us better with their unique experiences.
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Okta is at the forefront of a technological revolution, and we believe Artificial Intelligence is the key to unlocking unprecedented value for our customers and supercharging our growth. We are seeking a visionary and results-oriented Director of GTM AI Strategy and Operations to be the strategic right hand to our GTM Leadership. This is more than a strategy role; you will be the central nervous system for our GTM AI initiatives, turning a bold vision into an operational reality. If you are a builder who thrives on ambiguity and wants to shape the future of how a leading tech company goes to market, this role is for you.
What you will get to do: Serve as the trusted partner to the GTM Strategy & Operations SVPs to build the roadmap, execute the vision, coordinate cross-functional initiatives, and drive alignment across all GTM teams on our AI transformation.
Key Responsibilities:
- Strategic Roadmap Development: Develop and maintain the comprehensive GTM AI roadmap. This living document will encompass technology adoption, critical business use cases (e.g., sales productivity, marketing personalization, customer support automation), and the people/cultural changes required for successful adoption.
- Executive Communications & Storytelling: Lead executive-facing communications, creating compelling narratives and artifacts for C-Suite updates, board materials, and company-wide presentations. Clearly articulate project plans, dependencies, performance metrics, and the "so what" for the business.
- Cross-Functional Planning & Alignment: Partner with senior leaders across Sales, Customer Success, Marketing, Business Technology (BT), and Finance to integrate AI initiatives into the annual and long-range GTM planning process.
- Initiative Prioritization & Governance: Establish and run the operating cadence and governance model for GTM AI projects. Drive alignment and ruthless prioritization of initiatives based on potential ROI, strategic importance, and execution feasibility.
- Performance Measurement & Insights: Define the key performance indicators (KPIs) and build the framework to measure the business impact and ROI of our AI investments. Deliver data-driven insights to inform future strategy and resource allocation.
- Enablement & Change Management: Partner with our enablement teams to ensure our GTM organization is equipped with the skills and knowledge to effectively leverage new AI tools and processes. Be a champion for an AI-first culture.
Qualifications:
- 8+ years of experience in GTM Strategy, Sales/Business Operations, or Management Consulting within high-growth technology companies.
- 2+ years of formal people management experience with a demonstrated ability to coach and grow a team.
- Proven experience leading a critical, company-wide strategic initiative from conception to measurable results.
- Direct, hands-on experience with AI/ML projects or tools in a GTM context. This could include deploying AI-powered sales tools (e.g., forecasting, conversation intelligence), leading generative AI pilots for content creation, or implementing ML-based lead scoring models.
Preferred Qualifications:
- MBA or equivalent advanced degree.
- Experience building and incubating new teams or functions from the ground up.
- Deep understanding of the enterprise software sales cycle and key GTM motions (e.g., Enterprise, Commercial, Channel).
- Excellent financial modeling and data analysis skills; ability to build a compelling business case.
- A strong point of view on the ethical implications and responsible implementation of AI.
Skills Needed:
- Strategic Acumen: The ability to develop a comprehensive Generative AI strategy that is deeply aligned with GTM goals, market dynamics, and competitive advantage.
- Operational Excellence: Expertise in defining, implementing, and scaling operational processes, including project prioritization, resource allocation, and performance measurement.
- Executive Communication & Influence: Exceptional skill in communicating complex technical and strategic concepts to non-technical stakeholders and executive leadership, building consensus and securing buy-in for new initiatives.
- Cross-Functional Leadership: A natural ability to lead and influence across organizational boundaries without direct authority. You build bridges and are seen as a trusted partner by all.
#LI-MK1
#LI-hybrid
- 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.
Below is the annual base salary range for candidates located in California, Colorado, New York and Washington. Your actual base salary will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable), bonus, 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.
What you can look forward to as a Full-Time Okta employee!
- Amazing Benefits
- Making Social Impact
- Developing Talent and Fostering Connection + Community at Okta
Okta cultivates a dynamic work environment, providing the best tools, technology and benefits to empower our employees to work productively in a setting that best and uniquely suits their needs. Each organization is unique in the degree of flexibility and mobility in which they work so that all employees are enabled to be their most creative and successful versions of themselves, regardless of where they live. Find your place at Okta today! https://www.okta.com/company/careers/.
Some roles may require travel to one of our office locations for in-person onboarding.
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.
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