Director, GTM AI Strategy and Operations

Director, GTM AI Strategy and Operations

Join the team as a visionary Director to shape Okta’s AI‑driven go‑to‑market strategy.

Serve as the trusted partner to GTM Strategy & Operations SVPs, building the roadmap, executing the vision, coordinating cross‑functional initiatives, and driving alignment across all GTM teams on AI transformation.

• Strategic Roadmap Development:
  Develop and maintain the comprehensive GTM AI roadmap covering technology adoption, critical business use cases, and people/cultural changes.
• Executive Communications & Storytelling:
  Lead executive‑facing communications, crafting narratives and artifacts for C‑Suite updates, board materials, and company‑wide presentations.
• Cross‑Functional Planning & Alignment:
  Partner with senior leaders across Sales, Customer Success, Marketing, Business Technology (BT), and Finance to integrate AI initiatives into annual and long‑range GTM planning.
• Initiative Prioritization & Governance:
  Establish and run the operating cadence and governance model for GTM AI projects, aligning and prioritizing initiatives based on ROI, strategic importance, and execution feasibility.
• Performance Measurement & Insights:
  Define KPIs and build a framework to measure business impact and ROI of AI investments, delivering data‑driven insights for future strategy.
• Enablement & Change Management:
  Work with enablement teams to equip the GTM organization with skills and knowledge to leverage AI tools, championing an AI‑first culture.

• 8+ years in GTM strategy, sales/business operations, or management consulting in high‑growth tech companies.
• 2+ years of formal people‑management experience, coaching and growing a team.
• Proven experience leading a company‑wide strategic initiative from conception to measurable results.
• Direct, hands‑on experience with AI/ML projects or tools in a GTM context (e.g., AI sales tools, generative‑AI pilots, ML lead‑scoring models).

• MBA or equivalent advanced degree.
• Experience building and incubating new teams or functions from the ground up.
• Deep understanding of enterprise software sales cycle and key GTM motions.
• Excellent financial modeling and data analysis skills.
• Strong point of view on ethical implications and responsible implementation of AI.

• Strategic Acumen:
  Develop a comprehensive generative AI strategy aligned with GTM goals.
• Operational Excellence:
  Define, implement, and scale operational processes.
• Executive Communication & Influence:
  Communicate complex concepts to non‑technical stakeholders.
• Cross‑Functional Leadership:
  Lead and influence across organizational boundaries.

Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, disability status, or protected veteran status. If reasonable accommodation is needed, please request an accommodation.