Senior Director, GTM Strategy, Planning & Analytics
Senior Director, GTM Strategy, Planning & Analytics
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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.
Join our team! We're building a world where Identity belongs to you.
The Impact You Will Make
As the Senior Director of GTM Strategy, Planning & Analytics, you are an architect of Okta's growth engine. You will sit at the intersection of data-driven insights and executive vision, transforming high-level corporate goals into an actionable, high-performance GTM machine.
This is a high-visibility leadership role where you will partner directly with our C-Suite and GTM Executives to define where we play and how we win. You will lead the "brain" of our field organization, overseeing everything from complex field analytics to the orchestration of our massive Annual Fiscal Year Launch.
Core Responsibilities
- GTM Planning & Architecture: Own the end-to-end annual and multi-year planning cycles. This includes headcount modeling, territory design, quota setting, and ensuring alignment across Sales, Marketing, and Customer First.
- Field Analytics & Insights: Lead a world-class analytics team to deliver deep-dive visibility into pipeline health, rep productivity, and churn forensics. You don't just report numbers; you tell the story of the business.
- Strategic Advisory: Act as a primary strategic partner to the Chief Revenue Officer and GTM leadership, providing data-backed recommendations on market expansion, segment focus, and resource allocation.
- Fiscal Year Launch (Cutover): Drive the program management, workstreams and strategic content for our annual GTM kickoff. You will ensure the entire field organization enters the new year with targets, territories, compensation plans, quotas and all systems of record updated for the new year.
- Operational Excellence: Continuously refine our GTM tech stack and data hygiene standards to ensure our "Single Source of Truth" is indisputable.
What You Bring
- Executive Presence: Proven ability to influence and challenge C-level executives using logic, data, and a deep understanding of SaaS business models.
- Strategic Rigor: You can zoom out to $3B+ strategy and zoom in to the mechanics of a specific sales territory.
- Analytical Mastery: Expert-level understanding of GTM metrics (Bookings, ARR, cARR, Pipegen, Pipeline Coverage, Conversion Rates, Close Rates, LTV/CAC, Net Retention).
- Leadership: A track record of building and mentoring high-performing teams in fast-paced, high-growth environments.
- Experience: 12+ years in Sales Operations, GTM Strategy, or Management Consulting, with significant experience in the Enterprise Software/SaaS space.
Why Okta?
Okta is the World's Identity Company. We are building a future where anyone can safely use any technology-and as a leader in GTM, you are the one ensuring we reach the organizations that need us most. We value "Never Stop Innovating" and "Transparent Communication," and this role is the embodiment of those values.
Would you like me to tailor the "Requirements" section to include specific technical tools (like Salesforce, Anaplan, or Tableau) or adjust the tone to be more formal?- 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 (excluding San Francisco Bay Area), Colorado, Illinois, 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
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.
If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation.
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