Manager, GTM AI & Revenue Intelligence

Okta; Bellevue (WA); On-site; USD 143,000 - 179,000; Full time

Benefits offered by this job

Amazing Benefits

Social Impact

Diversity, Equity, Inclusion and Belon

Job summary

Okta seeks a Manager, GTM AI & Revenue Intelligence to design and scale AI-driven workflows across the GTM lifecycle. You will operationalize CI insights in Salesforce and drive executive revenue intelligence, pipeline health, and cross-functional execution.

This role partners with leadership to enable data-backed decisions. With 5+ years in GTM/Revenue Ops and expertise in CI platforms (Gong, Clari) and LLM-driven automation, you will help optimize GTM execution at scale, aligning teams and

Qualifications

• 5+ years in GTM Ops, Revenue Ops, or Sales Ops.
• Experience designing AI-driven GTM workflows.
• Hands-on with CI platforms and modern GTM tools.

Responsibilities

• Design and scale AI-driven workflows integrated into GTM lifecycle.
• Operationalize CI insights to validate pipeline health and forecast accuracy.
• Partner with senior leadership to translate GTM needs into technical requirements.

Skills

GTM Operations

Revenue Operations

Sales Operations

GTM Process Strategy

CI platforms

Salesforce CRM

LLM workflow automation

Stakeholder management

Analytical thinking

Tools

Gong

Clari

Salesforce

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. This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.

The Field Process & Systems Team

The Field Process & Systems team is the strategic connective tissue between our Go-To-Market strategy and the technology that powers it. We manage the end-to-end design of GTM workflows, the optimization of our global tech stack, and the deployment of AI-driven operational capabilities. While rooted in the Field Process & Systems organization, our scope spans across broad Go-To-Market functions. Our mission is to eliminate operational friction and accelerate growth by delivering scalable, AI-powered system solutions. As a member of this team, you will work alongside experts in Salesforce solutions, AI productivity, and global operations to ensure our tools and workflows allow our GTM organization to execute with speed and precision.

The Manager, GTM AI & Revenue Intelligence Opportunity

The Manager, GTM AI & Revenue Intelligence is responsible for designing and scaling AI-driven workflows and integrating Conversational Intelligence (CI) insights into the broader global GTM lifecycle. Sitting within the Field Process & Systems team, this role operationalizes AI initiatives by defining how unstructured conversational data, predictive signals, and AI tools validate pipeline health, automate GTM handoffs, and drive cross-functional execution. Beyond field support, this role is a critical partner to GTM Leadership-leveraging CI and AI insights to provide executive business intelligence, optimize execution across the customer lifecycle, and enable data-backed decision-making across the enterprise.

What You'll Be Doing

AI & CI Workflow Design & GTM Operationalization

• Methodology & Framework Alignment: Ensure CI insights and AI tools are configured to reinforce core GTM frameworks, embedding real-time guidance and revenue intelligence into daily operational workflows.
• GTM Workflow Integration: Design standard processes for GTM teams to leverage CI insights at critical lifecycle milestones (e.g., discovery validation, technical scoping, adoption tracking, and renewal risks).
• Cross-Functional Handoffs: Establish procedural standards using CI and AI data to streamline transitions between teams, keeping the \"voice of the customer\" central from initial engagement through expansion.

GTM Intelligence & Operational Strategy

• AI-Driven Business Insights: Turn unstructured conversational data and AI signals into executive revenue intelligence (e.g., identifying deal friction points, win/loss drivers, and churn indicators).
• Pipeline & Deal Health Auditing: Develop processes that leverage CI as an objective \"truth mechanism\" within Salesforce to validate stage progression and improve forecasting accuracy.
• GTM Trend Tracking: Define and manage global CI trackers and AI prompt frameworks to provide GTM leadership with real-time visibility into market shifts, competitor mention trends, and customer sentiment.
• Productivity Benchmarking: Identify high-performing behavior patterns via CI and translate them into repeatable, AI-assisted process standards across GTM roles.

Cross-Functional Partnership & Systems Strategy

• TDI Partnership: Serve as a key GTM business stakeholder for the Technology Data & Insights (TDI) team-owning business requirements, prompt logic, and process architecture while partnering with TDI on technical execution and AI integrations.
• AI Platform Optimization: Regularly evaluate and optimize our CI and AI technology stack (e.g., Gong, AI assistants, sales engagement platforms) to ensure continuous alignment with evolving GTM needs.

What You'll Bring to the Role

• 5+ Years of Experience: Background in GTM Operations, Revenue Operations, Sales Operations, or GTM Process Strategy.
• Core Tech Fluency (CI, AI & CRM): Deep hands-on experience across Conversational Intelligence platforms (e.g., Gong, Clari), enterprise CRM systems (Salesforce), and modern GTM AI tools.
• LLM & Workflow Expertise: Proven track record of actively using Large Language Models (LLMs)-including prompt engineering and workflow automation tools-to build, refine, and scale operational GTM workflows.
• The \"Process First\" Mindset: Proven track record of designing scalable GTM workflows that successfully integrate advanced tech/AI tools without adding friction.
• Broad GTM Perspective: Ability to look beyond individual interactions to see the broader customer journey and how AI can optimize execution across all GTM roles.
• Strategic Stakeholder Management: Proven experience partnering with Technology Data & Insights (TDI) teams and executive leadership to translate strategic GTM needs into technical requirements.
• Analytical Acumen: Comfortable turning qualitative conversational data and AI outputs into actionable, executive-level metrics.

What you can look forward to as an Okta employee!

• Amazing Benefits
• Making Social Impact
• Fostering Diversity, Equity, Inclusion and Belonging at Okta

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. Find your place at Okta today! https://www.okta.com/company/careers/.

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.

The annual base salary range for this position for candidates located in the San Francisco Bay area is between: $143,000 – $179,000 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 pleaseuse this Form to request an accommodation.

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