Vice President, Vertical Strategy & Commercialization

Okta; Chicago (IL); On-site; USD 294,000 - 404,000; Full time

Job summary

Okta, a leader in identity, seeks an entrepreneurial leader to drive the commercial and GTM success of our upmarket vertical motion. You will report to the CPO and define the vertical market strategy, ensuring solutions land successfully in the market.

You will partner across Okta to shape pricing, packaging, customer segmentation, field enablement, and partnerships, acting as the voice of the market for product requirements.

Qualifications

• 12+ years in enterprise software leadership in Retail/Commerce verticals.
• Experience aligning identity, cybersecurity and data-driven solutions with business outcomes.
• Proven track record building executive-level relationships.

Responsibilities

• Define end-to-end GTM strategy for upmarket vertical motion and pricing/packaging.
• Partner with Marketing, PMM, Sales, Services, and Partners to enable field execution.
• Translate market insights into actionable product requirements.
• Structure complex, outcome-oriented solutions for strategic customers.
• Collaborate with Tech Partnerships and GSIs to scale vertical programs.
• Scale the initiative to additional industries after validating Retail/Commerce.

Skills

Vertical strategy leadership

GTM strategy

Executive relationship building

Commercial acumen

Entrepreneurial mindset

Cybersecurity IAM knowledge

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 Role

Auth0 is seeking an entrepreneurial leader to drive the commercial and go-to-market (GTM) success of our upmarket vertical motion. Operating in a strategic partnership model alongside the Chief Product Architect you will be the commercial engine bridging our product capabilities with specialized market needs.

Sitting within the Auth0 Product organization, reporting to the CPO, you will be responsible for defining our vertical market strategy, and ensuring these solutions land successfully in the market. You will partner across Okta to shape everything from customer segmentation, pricing, and packaging to field enablement and strategic partnerships.

As a 0 to 1 builder, you will act as a highly leveraged executive with the opportunity to expand this mandate across multiple verticals.

Key Responsibilities

• Vertical Strategy & Commercialization: Devise the end-to-end go-to-market strategy for our upmarket motion, driving customer segmentation, targeting, and the commercial structure (pricing, packaging, and positioning) of vertical-specific offerings.
• Cross-Functional Orchestration: Partner deeply with Marketing, Product Marketing (PMM), and the field to develop robust enablement programs that support Sales, Professional Services, Support and Channel Partners to successfully position and deploy Auth0 in support of up-market vertical expansion.
• Product Alignment: Act as the voice of the market, translating deep vertical insights and business requirements into actionable product requirements for the Chief Product Architect and supporting teams.
• Solution Structuring: Work hands-on in both pre- and post-sales cycles alongside the field to structure complex, outcome-aligned solutions for strategic enterprise customers.
• Ecosystem & Partnerships: Collaborate with the Tech Partnerships team and Global System Integrators (GSIs) to build scalable, repeatable programs that accelerate vertical adoption and growth.
• Scale & Expand: Operate with an entrepreneurial mindset to prove the model in initial verticals (Retail/Commerce) before expanding the mandate and scaling a team to support multiple industries.

What You'll Bring

• Leverage 12+ years of enterprise software leadership and deep domain expertise in Retail, Commerce, and adjacent verticals to spearhead 0-to-1 verticalization strategies, driving ARR growth by aligning identity, cybersecurity, and data-driven solutions with complex customer business outcomes while building trusted executive-level relationships.
• Deep Vertical Expertise: Extensive experience in Retail and Commerce (or a direct adjacency like Travel & Hospitality), with expertise including customer acquisition and conversion, risk and fraud prevention, customer 360 and data programs, third-party integrations, and the evolving regional and industry specific regulations that impact global leaders in Retail, Commerce and adjacent verticals.
• Executive Presence: Proven ability to build deep, trusted relationships across both business and technical stakeholders at the executive level.
• Domain Fluency: Deep understanding of the technology, business, and operational challenges associated with digital experiences (both e-commerce and physical retail). You understand how identity, data and security act as critical enablers of modern growth strategies.
• Entrepreneurial Builder: A 0 to 1 operator who thrives in ambiguity, capable of rolling up their sleeves to execute initiatives independently while laying the groundwork to scale a team.
• Commercial Acumen: Strong background in product monetization, GTM strategy, solution structuring, and field enablement. You know how to align product capabilities with customer business outcomes.
• Bonus Qualifications: A background in cybersecurity, IAM (Identity and Access Management), or enterprise software infrastructure is highly preferred.

#LI-Remote #PID: P-2372_3538270

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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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: $294,000—$403,700 USD.