Director, GTM AI Strategy and Operations

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.

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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: