Senior Director of Sales & Revenue - AI & GTM Technology

The Technology, Data, and Intelligence team

Okta is the leading independent identity provider, and our Technology, Data, and Intelligence (TDI) team is the engine behind it. As we pivot to an AI-first enterprise, we are seeking a Senior Director of Sales & Revenue. This high-impact leader will transform our Go-To-Market systems by embedding AI, automation, and product-led execution across the customer lifecycle to fuel Okta's next phase of growth.

The Senior Director of Sales & Revenue opportunity 

The Senior Director of Sales & Revenue within the TDI organization will own the end-to-end technology strategy and execution across Okta's full Sales & Revenue ecosystem — including Field Sales, Sales Ops, Renewals, Revenue Operations, Pricing & Packaging, Commissions, Partners & Alliances, and Buying Programs. This leader will drive a step-change in productivity and decision-making by building intelligent, AI-powered systems that simplify workflows, unlock data-driven insights, and enable scalable growth.

What you'll be doing

• AI-Driven GTM Transformation: Lead the shift to an AI-first GTM model by embedding intelligence across forecasting, pipeline management, pricing, renewals, and partner motions.
• Sales & Revenue Systems Strategy: Define and execute a modern, scalable systems roadmap across Salesforce, CPQ, Clari, partner ecosystems, and data platforms.
• Revenue Lifecycle & Process Excellence: Own and optimize the full revenue lifecycle (lead → opportunity → deal → renewal → expansion), ensuring alignment across pricing, quoting, forecasting, and commissions.
• Pricing, Commissions & Revenue Operations: Drive accuracy, transparency, and scalability across pricing, packaging, and commissions through system and process innovation.
• Partner & Digital Buying Ecosystems: Build next-generation partner and digital buying capabilities, enabling co-sell, self-serve, and data-driven GTM motions.
• Product-Led Operating Model: Champion a product-driven approach where business needs are inputs and teams deliver iterative, outcome-based solutions.
• Data & Decision Intelligence: Establish a unified data foundation and enable AI-powered insights for forecasting, pipeline health, and revenue planning.
• Team Leadership: Build and lead a high-performing team of product managers, engineers, and architects with a culture of innovation and accountability.

What you'll bring

• Visionary Leadership: 18+ years leading global Sales, Revenue Operations, or Business Technology functions within high-growth SaaS or enterprise technology environments.
• Transformation Catalyst: Proven architect of large-scale digital transformations, pioneering the integration of AI and automation to redefine GTM motions.
• Domain Expertise: Deep mastery of the enterprise ecosystem (Salesforce, CPQ, Clari) and the data/integration architectures required to connect partner ecosystems with internal revenue engines.
• Commercial Acumen: Sophisticated understanding of the modern revenue lifecycle, including complex enterprise sales cycles, renewal optimization, value-based pricing, and partner-led scale.
• AI-First Execution: Demonstrated success delivering quantifiable business value through strategic deployment of AI (e.g., accelerated revenue velocity, productivity gains).
• Product & Systems Mindset: A "product-led" approach to internal systems, prioritizing scalable architecture, elegant user experiences, and robust systems thinking.
• Executive Influence: Exceptional presence and "bilingual" communication skills—bridging technical complexity and boardroom strategy to align C-suite stakeholders.
• Academic Foundation: Bachelor's degree required; MBA or equivalent advanced leadership degree highly preferred.

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