Senior Director, GTM Strategy, Planning & Analytics

Okta•San Francisco, CA

8h•$208,000 - $325,000•Hybrid

About The Position

As the Senior Director of GTM Strategy, Planning & Analytics, you are an architect of Okta’s growth engine. You will sit at the intersection of data-driven insights and executive vision, transforming high-level corporate goals into an actionable, high-performance GTM machine. This is a high-visibility leadership role where you will partner directly with our C-Suite and GTM Executives to define where we play and how we win. You will lead the "brain" of our field organization, overseeing everything from complex field analytics to the orchestration of our massive Annual Fiscal Year Launch.

Requirements

Executive Presence: Proven ability to influence and challenge C-level executives using logic, data, and a deep understanding of SaaS business models.
Strategic Rigor: You can zoom out to $3B+ strategy and zoom in to the mechanics of a specific sales territory.
Analytical Mastery: Expert-level understanding of GTM metrics (Bookings, ARR, cARR, Pipegen, Pipeline Coverage, Conversion Rates, Close Rates, LTV/CAC, Net Retention).
Leadership: A track record of building and mentoring high-performing teams in fast-paced, high-growth environments.
Experience: 12+ years in Sales Operations, GTM Strategy, or Management Consulting, with significant experience in the Enterprise Software/SaaS space.

Responsibilities

GTM Planning & Architecture: Own the end-to-end annual and multi-year planning cycles. This includes headcount modeling, territory design, quota setting, and ensuring alignment across Sales, Marketing, and Customer First.
Field Analytics & Insights: Lead a world-class analytics team to deliver deep-dive visibility into pipeline health, rep productivity, and churn forensics. You don't just report numbers; you tell the story of the business.
Strategic Advisory: Act as a primary strategic partner to the Chief Revenue Officer and GTM leadership, providing data-backed recommendations on market expansion, segment focus, and resource allocation.
Fiscal Year Launch (Cutover): Drive the program management, workstreams and strategic content for our annual GTM kickoff. You will ensure the entire field organization enters the new year with targets, territories, compensation plans, quotas and all systems of record updated for the new year.
Operational Excellence: Continuously refine our GTM tech stack and data hygiene standards to ensure our "Single Source of Truth" is indisputable.