Okta is seeking a Director of GTM AI Strategy and Operations to drive the company's AI transformation, turning a bold vision into an operational reality and unlocking unprecedented value for customers while supercharging growth.
Requirements
- 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.
- Excellent financial modeling and data analysis skills; ability to build a compelling business case.
- 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.
- Deep understanding of the enterprise software sales cycle and key GTM motions (e.g., Enterprise, Commercial, Channel).
Responsibilities
- 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.
- Define the key performance indicators (KPIs) and build the framework to measure the business impact and ROI of our AI investments.
- 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.
- Lead executive-facing communications, creating compelling narratives and artifacts for C-Suite updates, board materials, and company-wide presentations.
- 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.
- Deliver data-driven insights to inform future strategy and resource allocation.
Other
- 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.
- MBA or equivalent advanced degree.
- Experience building and incubating new teams or functions from the ground up.
