GTM Process & Productivity Tools Manager

Job Summary

The Sales Process & Systems team is the strategic connective tissue between our Go-To-Market strategy and the technology that powers it. We own the end-to-end design of sales workflows, the optimization of our global tech stack, and the integrity of our systems data. Our mission is to eliminate operational friction for the field teams by delivering scalable, system-driven solutions.

Responsibilities

• Methodology Alignment: Ensure CI workflows are configured to reinforce our defined sales methodology, making the methodology a tangible, measurable part of the daily sales process.
• Field Workflow Integration: Design the standard processes for Sales, Pre-Sales, and XDR teams to ensure CI insights are utilized at key milestones (e.g., discovery validation, technical scoping, etc.).
• Handoff & Lifecycle Management: Establish procedural requirements for using CI to streamline transitions between teams, ensuring the "voice of the customer" remains the central thread from lead to renewal.
• Management Reporting & Insights: Partner with Analytics & Operations teams to turn conversational data into business intelligence (e.g., identifying why deals are stalling or why win rates vary by segment).
• Pipeline Health Auditing: Develop the process for using CI as a "truth mechanism" to audit CRM accuracy, ensuring that forecasted deals show conversational evidence of progress.
• Market & Competitive Strategy: Define and manage the "Trackers" and "Themes" that provide the broader Ops and business teams with real-time visibility into trends and gaps.
• Productivity Benchmarking: Identify high-performance interaction patterns and translate them into repeatable process standards to drive predictable revenue growth.
• BTP Partnership: Serve as a key business stakeholder for Business Technology (BT); you own the strategic requirements and process mapping, while partnering closely with BT on the technical execution and system administration.
• System Optimization: Regularly audit the effectiveness of the CI platform to ensure it continues to meet the evolving needs of both the Field and the Operations teams.

Qualifications

• 5+ years of experience in Sales Operations, Revenue Operations, or Field Process Design.
• The "Process First" Mindset: Proven ability to build and scale sales workflows that integrate seamlessly with technical infrastructure.
• Business Acumen: Ability to look beyond individual calls to see the "big picture" of how conversational trends impact the broader business strategy.
• Strategic Stakeholder: Expert-level ability to represent the needs of the Field and Ops to technical teams (BT), ensuring technology facilitates business management.
• Methodology Awareness: Strong understanding of sales methodologies and the ability to translate those frameworks into operational process steps.
• Systems Thinking: High-level familiarity with the CI landscape (e.g., Gong) and Salesforce, focusing on how these tools drive both rep productivity and executive visibility.

Benefits

At Okta, we offer a comprehensive benefits package including:

• Amazing Benefits
• Making Social Impact
• Fostering Diversity, Equity, Inclusion and Belonging at Okta
• Annual Base Salary Range: Between $143,000—$179,000 USD for candidates located in the San Francisco Bay Area
• Equity (where applicable)
• Bonus
• Benefits: Health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave)

Company Information

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. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws.

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