GTM Process & Productivity Tools Manager
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 req
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