Manager of GTM AI & Revenue Intelligence

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 Sales Process & Systems Team The Sales Process & Systems team is the strategic connective tissue between our Go-To-Market strategy and the technology that powers it. We own the end-to-end design of sales workflows, the optimization of our global tech stack, and the integrity of our systems data. Our mission is to eliminate operational friction for the field teams by delivering scalable, system-driven solutions. As a member of this team, you will work alongside experts in Salesforce solutions, field productivity, and worldwide operations to ensure our tools-and the processes surrounding them-allow our field organization to run efficiently and optimally. The GTM Process & Productivity Tools Manager Opportunity The GTM Process & Productivity Tools Manager is responsible for the design and optimization of the workflows that integrate conversational data into the global sales lifecycle. Sitting within the Field Process & Systems team, this role operationalizes the sales process by defining how conversational intelligence (CI) validates deal stages, triggers handoffs, and ensures alignment with our sales methodology. Beyond field support for Sales, Pre-Sales, and XDRs, this role is a critical partner to Operations and Leadership, leveraging conversational data to provide business insights, audit pipeline health, and drive data-backed decisions on how to manage and scale the business. What you'll be doing Process Design & Field Operationalization Methodology Alignment: Ensure CI workflows are configured to reinforce our defined sales methodology, making the methodology a tangible, measurable part of the daily sales process. Field Workflow Integration: Design the standard processes for Sales, Pre-Sales, and XDR teams to ensure CI insights are utilized at key milestones (e.g., discovery validation, technical scoping, etc.). Handoff & Lifecycle Management: Establish procedural requirements for using CI to streamline transitions between teams, ensuring the "voice of the customer" remains the central thread from lead to renewal. Operations & Business Intelligence Management Reporting & Insights: Partner with Analytics & Operations teams to turn conversational data into business intelligence (e.g., identifying why deals are stalling or why win rates vary by segment). Pipeline Health Auditing: Develop the process for using CI as a "truth mechanism" to audit CRM accuracy, ensuring that forecasted deals show conversational evidence of progress. Market & Competitive Strategy: Define and manage the "Trackers" and "Themes" that provide the broader Ops and business teams with real-time visibility into trends and gaps. Productivity Benchmarking: Identify high-performance interaction patterns and translate them into repeatable process standards to drive predictable revenue growth. Cross-Functional Partnership & Systems Strategy BT Partnership: Serve as a key business stakeholder for Business Technology (BT); you own the strategic requirements and process mapping, while partnering closely with BT on the technical execution and system administration. System Optimization: Regularly audit the effectiveness of the CI platform to ensure it continues to meet the evolving needs of both the Field and the Operations teams. What you'll bring to the role 5+ years of experience in Sales Operations, Revenue Operations, or Field Process Design. The "Process First" Mindset: Proven ability to build and scale sales workflows that integrate seamlessly with technical infrastructure. Business Acumen: Ability to look beyond individual calls to see the "big picture" of how conversational trends impact the broader business strategy. Strategic Stakeholder: Expert-level ability to represent the needs of the Field and Ops to technical teams (BT), ensuring technology facilitates business management. Methodology Awareness: Strong understanding of sales methodologies and the ability to translate those frameworks into operational process steps. Systems Thinking: High-level familiarity with the CI landscape (e.g., Gong) and Salesforce, focusing on how these tools drive both rep productivity and executive visibility. What you can look forward to as an Okta employee! Amazing Benefits Making Social Impact Fostering Diversity, Equity, Inclusion and Belonging at Okta The Okta Experience Supporting Your Well-Being Driving Social Impact Developing Talent and Fostering Connection + Community Okta cultivates a dynamic work environment, providing the best tools, technology and benefits to empower our employees to work productively in a setting that best and uniquely suits their needs. Each organization is unique in the degree of flexibility and mobility in which they work so that all employees are enabled to be their most creative and successful versions of themselves, regardless of where they live. Okta is an Equal Opportunity Employer/Affirmative Action 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 participate in the job application or interview process, please use this Form to request an accommodation. Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Privacy Policy at Base salary range for this position in the San Francisco Bay Area: $143,000 – $179,000 USD. #J-18808-Ljbffr Okta, Inc.