Senior Director of Sales & Revenue - AI & GTM Technology
Skills & Technologies
Requirements
- Experience
- 18+ years
- Education
- Bachelor's degree
Benefits
Joblaze summary
The Senior Director of Sales & Revenue at Okta is responsible for leading the transformation of the company's Go-To-Market systems by integrating AI and automation throughout the customer lifecycle. This role requires expertise in enterprise technology and a strong command of tools like Salesforce and CPQ, as well as a proven track record in driving digital transformations. Ideal candidates will have over 18 years of experience in high-growth SaaS environments and a deep understanding of complex revenue operations. The position is pivotal as Okta shifts towards an AI-first strategy, emphasizing innovation and data-driven decision-making.
Joblaze insights
- Listed about a month ago on Joblaze — tracked directly from Okta's career page.
- Okta has 402 other open roles including Enterprise Account Executive, Okta - UKI, Enablement Program Manager, APAC, Principal Product Manager, Marketing Technology AI.
- 1700 active AI/ML roles on Joblaze right now.
- 555 active Salesforce roles on Joblaze right now.
- 22 active CPQ roles on Joblaze right now.
- Salary band is above the typical range for Sales/Marketing roles (median ~$145,000).
Quick facts
- Is the Senior Director of Sales & Revenue - AI & GTM Technology role remote?
- It's hybrid — Okta expects some on-site time in Bellevue, Washington; Chicago, Illinois; San Francisco, California.
- What's the salary range?
- Okta lists $278,000–$429,000 for this role.
- How much experience is required?
- At least 18 years of relevant experience for this Senior Director of Sales & Revenue - AI & GTM Technology role.
- Where is the role based?
- Okta is hiring for this position in Bellevue, Washington; Chicago, Illinois; San Francisco, California.
- What's the tech stack?
- Joblaze extracted these technologies from the posting: AI/ML, Salesforce, CPQ, Clari.
- What seniority level is this role?
- Okta targets director candidates for this position.
- Is this full-time or contract?
- Full-time for this Senior Director of Sales & Revenue - AI & GTM Technology role at Okta.
From the original posting
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 Technology, Data, and Intelligence team
Okta is the leading independent identity provider, and our Technology, Data, and Intelligence (TDI) team is the engine behind it. As we pivot to an AI-first enterprise, we are seeking a Senior Director of Sales & Revenue. This high-impact leader will transform our Go-To-Market systems by embedding AI, automation, and product-led execution across the customer lifecycle to fuel Okta's next phase of growth.
The Senior Director of Sales & Revenue opportunity
The Senior Director of Sales & Revenue within the TDI organization will own the end-to-end technology strategy and execution across Okta's full Sales & Revenue ecosystem — including Field Sales, Sales Ops, Renewals, Revenue Operations, Pricing & Packaging, Commissions, Partners & Alliances, and Buying Programs. This leader will drive a step-change in productivity and decision-making by building intelligent, AI-powered systems that simplify workflows, unlock data-driven insights, and enable scalable growth.
What you'll be doing
- AI-Driven GTM Transformation: Lead the shift to an AI-first GTM model by embedding intelligence across forecasting, pipeline management, pricing, renewals, and partner motions.
- Sales & Revenue Systems Strategy: Define and execute a modern, scalable systems roadmap across Salesforce, CPQ, Clari, partner ecosystems, and data platforms.
- Revenue Lifecycle & Process Excellence: Own and optimize the full revenue lifecycle (lead → opportunity → deal → renewal → expansion), ensuring alignment across pricing, quoting, forecasting, and commissions.
- Pricing, Commissions & Revenue Operations: Drive accuracy, transparency, and scalability across pricing, packaging, and commissions through system and process innovation.
- Partner & Digital Buying Ecosystems: Build next-generation partner and digital buying capabilities, enabling co-sell, self-serve, and data-driven GTM motions.
- Product-Led Operating Model: Champion a product-driven approach where business needs are inputs and teams deliver iterative, outcome-based solutions.
- Data & Decision Intelligence: Establish a unified data foundation and enable AI-powered insights for forecasting, pipeline health, and revenue planning.
- Team Leadership: Build and lead a high-performing team of product managers, engineers, and architects with a culture of innovation and accountability.
What you'll bring
- Visionary Leadership: 18+ years leading global Sales, Revenue Operations, or Business Technology functions within high-growth SaaS or enterprise technology environments.
- Transformation Catalyst: Proven architect of large-scale digital transformations, pioneering the integration of AI and automation to redefine GTM motions.
- Domain Expertise: Deep mastery of the enterprise ecosystem (Salesforce, CPQ, Clari) and the data/integration architectures required to connect partner ecosystems with internal revenue engines.
- Commercial Acumen: Sophisticated understanding of the modern revenue lifecycle, including complex enterprise sales cycles, renewal optimization, value-based pricing, and partner-led scale.
- AI-First Execution: Demonstrated success delivering quantifiable business value through strategic deployment of AI (e.g., accelerated revenue velocity, productivity gains).
- Product & Systems Mindset: A "product-led" approach to internal systems, prioritizing scalable architecture, elegant user experiences, and robust systems thinking.
- Executive Influence: Exceptional presence and "bilingual" communication skills—bridging technical complexity and boardroom strategy to align C-suite stakeholders.
- Academic Foundation: Bachelor's degree required; MBA or equivalent advanced leadership degree highly preferred.
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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 Okta Experience
- Supporting Your Well-Being
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- 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.
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