Senior Director, GTM Strategy, Planning & Analytics

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? #LI-MK1 #LI-Hybrid P8435_2467972 Okta’s Top 5 Core Leadership Competencies are part of the deeply ingrained principles that guide all of our company’s actions. They also align strongly to our cultural cornerstones, our Okta values: love our customers, empower our people, never stop innovating, act with integrity, and maintain transparency. It’s our expectation that our managers and leaders embody these core competen ... (truncated, view full listing at source)