Senior Growth Manager, Free Trial

Role Overview

Okta offers free trials across Okta and Auth0. Each one lets prospects and customers explore our products before they buy. As Senior Manager, Product, you'll own growth for these trials. You'll lead the self-serve sign-up experience that Digital runs and influence the parts of the journey other teams own, including product handoffs, lifecycle email, enablement, and support. You'll drive more trial sign-ups and sales inquiries, and faster time to first value. This is an individual contributor role focused on building the program and identifying free trial journeys from the ground up, including its processes, priorities, and KPIs for the Digital team.

Responsibilities

• Vision and strategy: Set a 1–2 year vision for free trial growth across Okta and Auth0. Find new ways to meet trial goals, such as interactive experiences and ways to explore products before a sales conversation.
• Roadmap and OKRs: Turn company goals into OKRs and align a roadmap the team can execute.
• Free trial experience: Improve the trial sign-up funnel, drive trial awareness, and build activation levers behind it.
• Growth and experimentation: Take each problem from diagnosis to hypothesis, test, and launch. Design and analyze experiments with support from optimization and personalization managers.
• Research Personas: Lead research on how prospects and specific personas evaluate trials, where they drop off, and when they ask for sales help.
• Customer journey: Map the full journey, including the handoffs other teams own. Use the findings to set priorities across Digital, Product, and GTM.
• Cross-functional influence: Work with Product, Engineering, Customer Success, Sales, Enablement, Marketing, Support, and partners on the parts of the journey you don't own. Secure their commitments and follow through.
• Resourcing and tradeoffs: Make resourcing and tradeoff decisions without budget authority. Present them to senior leadership.
• Program build: Define processes, priorities, and KPIs for the program's stage and initiatives. Set up the planning, review, and reporting rhythms it needs to scale.
• AI-first ways of working: Use AI in research, analysis, experimentation, and content. Explore AI-driven trial improvements, such as guided setup, with the Product team that owns those surfaces.

Necessary Experience

• 8+ years of product management, growth program ownership, self-serve, or product-led funnels.
• Product-led growth (PLG) or self-service experience: You have owned sign-up and activation, or you bring a strong PM mindset and a record of owning outcomes without direct authority.
• Research and customer journey skills: You run your own customer research, map journeys, and turn findings into product decisions.
• Experimentation and analytics: You design and analyze experiments and are comfortable with product analytics.
• Cross-team alignment: You have a record of aligning teams you don't manage.
• OKRs and roadmaps: You turn business goals into clear OKRs, roadmaps, and tradeoffs.
• Self-starter ownership: You work well on your own, decide with incomplete information, and move fast.
• Technical products: You have worked on identity, security, developer, or other complex technical products.
• AI fluency: You use AI tools in your work and are curious about applying them to the product.

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