Okta
VicePresident,GTMOperations
“Vice President, GTM Operations at Okta. Skills: GTM Operations, Sales Operations, operational strategy, scalability, efficiency, predictability, revenue engine, GTM planning, partner/channel operations, xDR operations, territory design, quota design, sales process optimization, forecasting process, GTM metrics, business performance insights. Serve as the trusted advisor and operational partner to the CRO and other GTM leadership, translating strategic goals into actionable operational plans.. Ow”
What You'll Achieve.
driving scalability, efficiency, and predictability in our revenue engine.; ensuring our global Sales, Pre-Sales, XDRDR, Partner, and Customer Success/Professional Services teams have the cadences, processes, data, insights and systems needed to deliver growth.; maximizing sales productivity, pipeline generation, and customer retention.; drive efficiency and reduce friction across the customer lifecycle.; ensuring rigor, accuracy, and predictability in the forecasting process.; Provide insights into business performance, identifying trends, risks, and opportunities for growth and efficiency.
Industry & Context.
solve complex challenges; Exceptional analytical and quantitative proficiency in data analysis, modeling, and business intelligence tools.
The Okta employee must be on US Soil, which means the 50 states, the District of Columbia, or outlying areas of the United States, as defined in Federal Acquisition Regulation (FAR) 2. 101
What They're Looking For.
Must Have
12+ years of progressive experience in Sales Operations, GTM Operations, or Business Operations within the B2B SaaS industry., 5+ years of experience leading and managing large, multi-functional operations teams, including Sales Operations, Partner Operations, and Customer Success Operations., Proven success operating as a strategic partner to a CRO or equivalent C-level executive, with a track record of driving significant revenue efficiency and scale., Deep expertise in GTM planning, partner/channel operations, xDR operations, territory design, quota design and sales process optimization., Mastery of CRM systems (preferably Salesforce) and a understanding of the broader sales technology ecosystem., Exceptional analytical and quantitative proficiency in data analysis, modeling, and business intelligence tools., Outstanding communication, presentation, and interpersonal skills, with the ability to influence and align senior leaders across different functions., Demonstrated ability to thrive in a fast-paced, high-growth environment and manage multiple priorities effectively., Bias towards action and Ownership mentality: Someone who exhibits a results-oriented ownership mentality and owns both successes and failures/learnings in past experiences.
Nice to Have
MBA or advanced degree
What You'll Do.
Serve as the trusted advisor and operational partner to the CRO and other GTM leadership
translating strategic goals into actionable operational plans.
Own key workstreams in the annual and planning process
including territory design
quota setting and headcount planning
incentive Design feedback and Fiscal Year cutover communications.
Develop and manage the GTM Operations roadmap
prioritizing initiatives that maximize sales productivity
and customer retention.
Oversee and optimize the end-to-end GTM process
identifying and implementing improvements to drive efficiency and reduce friction across the customer lifecycle.
Lead the teams responsible for GTM Sales Operations
and Customer Success/Professional Services Operations
ensuring seamless integration and alignment.
Partner with Finance and GTM leadership to manage the forecasting process
and manage the key GTM metrics and dashboards used by the executive team and functional leaders.
Provide insights into business performance
and opportunities for growth and efficiency.
and develop a world-class GTM Operations organization
fostering a collaborative and high-impact culture.
Act as a change agent
championing new processes and technologies across the GTM organization.
Manage cross-functional alignment and collaboration with Finance
PeopleOps and Business Technology teams.
How You'll Work.
Team & Collaboration
Serve as the trusted advisor and operational partner to the CRO and other GTM leadership; Partner with Finance and GTM leadership to manage the forecasting process; Manage cross-functional alignment and collaboration with Finance, Marketing Operations, PeopleOps and Business Technology teams.
Communication Scope
Outstanding communication, presentation, and interpersonal skills; ability to influence and align senior leaders across different functions
Process & Methodology
Develop and manage the GTM Operations roadmap, prioritizing initiatives
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