Vice President, GTM Operations

Secure Every Identity, from AI to Human

Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence.

This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.

The Opportunity

We are seeking a Vice President, GTM Operations who is the core operational partner to our CRO organization. This pivotal leadership role will be responsible for defining, aligning, and executing the operational strategy across our GTM organization, driving scalability, efficiency, and predictability in our revenue engine.

Reporting directly to the SVP of GTM Strategy and Operations, the VP of GTM Operations will be instrumental in ensuring our global Sales, Pre-Sales, XDR/BDR, Partner, and Customer Success/Professional Services teams have the cadences, processes, data, insights and systems needed to deliver growth. This leader will manage and inspire a high-performing operations team, fostering a culture of operational excellence and data-driven decision-making.

What You'll Be Doing

• Serve as the trusted advisor and operational partner to the CRO and other GTM leadership, translating strategic goals into actionable operational plans.
• Own key workstreams in the annual and planning process, including territory design, quota setting and headcount planning, incentive Design feedback and Fiscal Year cutover communications.
• Develop and manage the GTM Operations roadmap, prioritizing initiatives that maximize sales productivity, pipeline generation, and customer retention.
• Oversee and optimize the end-to-end GTM process, identifying and implementing improvements to drive efficiency and reduce friction across the customer lifecycle.
• Lead the teams responsible for GTM Operations; Sales Operations, Partner Operations, XDR Operations, and Customer Success/Professional Services Operations, ensuring seamless integration and alignment.
• Partner with Finance and GTM leadership to manage the forecasting process, ensuring rigor, accuracy, and predictability.
• Establish, monitor, and manage the key GTM metrics and dashboards used by the executive team and functional leaders.
• Provide insights into business performance, identifying trends, risks, and opportunities for growth and efficiency.
• Recruit, mentor, and develop a world-class GTM Operations organization, fostering a collaborative and high-impact culture.
• Act as a change agent, championing new processes and technologies across the GTM organization.
• Manage cross-functional alignment and collaboration with Finance, Marketing Operations, PeopleOps and Business Technology teams.

What You'll Bring to the Role

• 12+ years of progressive experience in Sales Operations, GTM Operations, or Business Operations within the B2B SaaS industry.
• 5+ years of experience leading and managing large, multi-functional operations teams, including Sales Operations, Partner Operations, and Customer Success Operations.
• Proven success operating as a strategic partner to a CRO or equivalent C-level executive, with a track record of driving significant revenue efficiency and scale.
• Deep expertise in GTM planning, partner/channel operations, xDR operations, territory design, quota design and sales process optimization.
• Mastery of CRM systems (preferably Salesforce) and a strong understanding of the broader sales technology ecosystem.
• Exceptional analytical and quantitative skills; proficiency in data analysis, modeling, and business intelligence tools.
• Outstanding communication, presentation, and interpersonal skills, with the ability to influence and align senior leaders across different functions.
• Demonstrated ability to thrive in a fast-paced, high-growth environment and manage multiple priorities effectively.
• Bias towards action and Ownership mentality: Someone who exhibits a strong results-oriented ownership mentality and owns both successes and failures/learnings in past experiences.
• Bachelor's degree in Business, Finance, or a related field; MBA or advanced degree preferred.

Additional requirements:

• There is no citizenship requirement. The Okta employee must be on US Soil, which means the 50 states, the District of Columbia, or outlying areas of the United States, as defined in Federal Acquisition Regulation (FAR) 2.101

PID: P11346_3441706
#LI-Hybrid

Below is the annual base salary range for candidates located in San Francisco Bay Area. 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:

The annual base salary range for this position for candidates located in the San Francisco Bay area is between: $296,000—$407,000 USD

The Okta Experience

• Supporting Your Well-Being
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• Developing Talent and Fostering Connection + Community

We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one.

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.

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