Manager, Field Process & Systems

Okta; San Francisco (CA); On-site; USD 148,000 - 204,000; Full time

Benefits offered by this job

Equity

Bonus

Health insurance

Dental insurance

Vision insurance

401(k)

Flexible spending account

Paid leave

Job summary

Okta Inc. is seeking a Manager, Field Process & Systems to optimize the field GTM workflow through end-to-end tech fluency and data-driven problem solving. You will own the GTM tech stack, drive system solutions, and manage project intake with a clear backlog and stakeholder cadence.

You will partner with revenue operations, enterprise systems, and GTM strategy, shaping a high-impact roadmap while eliminating daily friction and improving deal velocity across our field organization.

Qualifications

• 5+ years in Revenue/Sales Operations or GTM Process Strategy
• Hands-on fluency with Salesforce and GTM tools
• Data-driven mindset with ability to translate metrics into roadmaps
• Experience managing project intake, backlogs and prioritization

Responsibilities

• Master GTM tech stack and ensure tools are configured and used effectively
• Design scalable, friction-free system solutions for field teams
• Establish clear process docs, guidelines and standards
• Quantify inefficiencies using CRM data and operational metrics
• Lead monthly cross-functional stakeholder updates and governance
• Drive backlog prioritization based on ROI and business goals

Skills

Revenue Operations

Sales Operations

GTM Strategy

Data Analysis

Cross-Functional Collaboration

Tools

Salesforce

Clari

ZoomInfo

Gong

LeanData/routing engines

Job description

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.

The Field Process and Systems Team

At Okta, the Field Process & Systems team serves as the strategic connective tissue between our Go-To-Market (GTM) strategy and the technology and processes that power it. We manage the end-to-end design of GTM workflows, optimize our global tech stack, and deploy scalable operational capabilities across our field organization. Our mission is to eliminate operational friction and accelerate growth by delivering data-backed, scalable process and system solutions. As a member of this team, you will work alongside experts in revenue operations, enterprise systems, and GTM strategy to ensure our tools and workflows allow our field organization to execute with speed and precision.

The Opportunity

We are looking for a Manager, Field Process & Systems to serve as an operational problem-solver for our field organization. In this role, you will hold a deep, end-to-end understanding of our GTM technology stack while actively driving initiatives that optimize field performance and eliminate daily friction.

You will combine a "process-first" mindset with strong analytical rigor—using data to identify and quantify operational friction points (such as lead routing breakdowns, deal velocity bottlenecks, and handoffs). Crucially, your analytical findings will directly inform our team’s project prioritization—ensuring we tackle the highest-impact operational gaps aligned with overarching company strategy. Additionally, you will own our team's operational drumbeat: managing project intake and leading our monthly cross-functional stakeholder updates.

What You’ll Be Doing

GTM Tech Stack Mastery

End-to-End Tech Fluency: Maintain a deep, hands-on understanding of our core GTM technology ecosystem (e.g., Salesforce, Clari, ZoomInfo, LinkedIn Sales Navigator, Gong, Outreach, etc.) to ensure tools are configured, optimized, and utilized effectively.

Systems & Workflow Architecture: Design scalable, friction-free system solutions and process enhancements that allow sales and revenue teams to execute efficiently.

Tool Adoption & Best Practices: Ensure high utilization and proper execution across our tech stack by establishing clear process documentation, user guidelines, and operational standards for field teams.

Data-Driven Friction Hunting & Strategic Alignment

Identify & Quantify Inefficiencies: Leverage system telemetry, CRM data, and operational metrics to uncover field bottlenecks (e.g., lead routing delays, stage-gating friction, and handoff misalignments) and calculate their real business impact.

Shape Strategy & Prioritization: Use data-backed findings to directly inform what our team prioritizes—balancing quantified operational needs against overarching company strategy to build a high-impact roadmap.

Propose & Lead System Solutions: Translate operational gaps into concrete, end-to-end system and process proposals, leading execution from concept to close to eliminate friction.

Governance, Intake & Backlog Prioritization

Manage Project Intake: Take ownership of the Field Process & Systems project intake framework, evaluating incoming requests, system enhancements, and process change proposals from field leadership and business partners.

Impact-Driven Prioritization: Rigorously evaluate and rank incoming work based on quantified friction, estimated ROI, and strategic business goals to maintain a clear, transparent project backlog.

Stakeholder Management & Operational Cadence

Lead Monthly Stakeholder Syncs: Own the operational drumbeat for our key initiatives—preparing agendas and decks, leading monthly cross-functional update calls with key stakeholders, and delivering recaps and action items.

Cross-Functional Visibility: Keep field leadership and key business partners consistently informed on active projects, backlog status, and measurable outcomes from deployed initiatives.

What You’ll Bring to the Role

5+ Years of Experience: Background in Revenue Operations, Sales Operations, GTM Process Strategy, or Systems Optimization within a fast-paced SaaS environment.

GTM Tech Stack Expertise: Deep, hands-on fluency with Salesforce and standard GTM technologies (e.g., Clari, ZoomInfo, Gong, LeanData/routing engines).

Data-Driven & Analytical Acumen: Proven ability to query, analyze, and translate complex operational data into quantified business cases that directly drive roadmap prioritization.

Structured Intake & Prioritization: Demonstrated success managing project intake frameworks, grooming backlogs, and balancing competing requests against strategic business priorities.

Cadence & Presentation Mastery: Strong executive presence and communication skills, with proven experience designing polished slide decks and leading cross-functional stakeholder meetings.

Process-First Mindset: Ability to look beyond quick fixes to build scalable, long-term workflows that reduce friction for field reps while preserving data integrity.

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The annual base salary range for this position for candidates located in the San Francisco Bay area is between:
$148,000—$203,500 USD

Below is the annual base salary range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. 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: https://rewards.okta.com/us.

The annual base salary range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between:
$132,000—$181,500 USD

The Okta Experience

Supporting Your Well-Being

Driving Social Impact

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.

If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation.

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