GTM Strategy & Activation; Pre & Post Sales Readiness Job San Francisco area,California USA,Business

Position: GTM Strategy & Activation (Pre & Post Sales Readiness)

This role owns GTM readiness across the full customer lifecycle, from first conversation through deployment, adoption, and expansion
Pre-sales, you ensure AEs, SEs, and FDEs can position, demo, differentiate, and win. Post-sales, you ensure Professional Services, partners, TAMs, CSMs, and FDEs can deploy, drive adoption, and expand
This is a strategy role, not a traditional enablement role. You own the customer insight, messaging, positioning, competitive intelligence, and readiness strategy
You build from what you hear in customer conversations and see in live deployments, then partner with the teams that own enablement and delivery to scale it
AI is moving weekly. The work needs to move just as fast
Pre-Sales Readiness
Messaging and positioning:
Build the narrative, value proposition, proof points, and persona-specific stories sellers use in live deals
Competitive readiness:
Develop competitive positioning, objection handling, and talk tracks as the market evolves
Demo readiness:
Equip SEs and FDEs with the stories, scenarios, and technical depth needed to demonstrate Okta Secures AI credibly
Launch and pricing readiness:
Ensure the field understands what’s new, what’s changed, and how to take it to market
Field signal:
Partner directly with sellers and SEs to identify gaps in live deals and turn those insights into reusable solutions
Post-Sales Readiness:
Deployment readiness:
Work with FDEs and Professional Services to turn real deployment patterns into repeatable use cases, reference architectures, and playbooks
Partner readiness:
Help SI and implementation partners deliver Okta Secures AI deployments to the same standard as Okta Professional Services
Adoption and expansion:
Equip TAMs and CSMs with health signals, use-case expansion paths, and messaging for renewal and growth conversations
Customer proof:
Turn deployment and adoption outcomes into customer stories, proof points, and references that strengthen both pre- and post-sales
Feedback loop:
Bring deployment and adoption learnings back into product, roadmap, pricing, packaging, and GTM decisions
Strategic Scope & Influence:
You will own the GTM strategy behind readiness—not the training channels themselves
Your scope includes:
Messaging architecture:
Define what each audience needs to know and say while maintaining one consistent Okta Secures AI narrative
Buyer and persona insight:
Understand how buying and adoption decisions differ across CIO, CISO, CTO, developer, and technical audiences
Competitive strategy:
Help the organization win against competitors before the sale and defend the business after it
Launch readiness:
Set the readiness bar for new products, releases, and pricing changes across the customer lifecycle
Customer evidence:
Turn customer conversations, deployments, and outcomes into insights and proof the organization can use
Outcome ownership:
Measure the impact on win rate, time to deployment, adoption, and expansion
Note:

You do not build a parallel enablement organization. Sales Enablement, Partner Enablement, Dev Enablement, Customer Success, and Professional Services own their channels and programs. You own the strategy, content, and customer signal that feeds those programs
How You’ll Work:
Stay close to customers:
Join discovery calls, deal reviews, deployments, and post-sales conversations every week
Work directly with FDEs:
See where customers get stuck and turn those patterns into better positioning, playbooks, and deployment guidance
Work across the field:
Partner with sellers, SEs, consultants, TAMs, and CSMs to identify the highest-impact gaps
Scale through existing teams:
Get your strategy and content into Sales Enablement, Partner Enablement, Dev Enablement, Customer Success, and Professional Services programs
Influence…