GTM Process & Productivity Tools Manager, Okta
$143-179k
Salary applicable for candidates located in the San Francisco Bay area, may vary in other locations + Bonus
Management platform securing resources from cloud to ground
Open for applications
Management platform securing resources from cloud to ground
1001+ employees
Open for applications
$143-179k
Salary applicable for candidates located in the San Francisco Bay area, may vary in other locations + Bonus
1001+ employees
Company mission
To improve the connections between people and tools to make companies more productive and secure.
Role
Who you are
- 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
What the job involves
- The Manager, Field Conversational Intelligence is responsible for the design and optimization of the workflows that integrate conversational data into the global sales lifecycle
- Sitting within the Field Process & Systems team, this role operationalizes the sales process by defining how conversational intelligence (CI) validates deal stages, triggers handoffs, and ensures alignment with our sales methodology
- Beyond field support for Sales, Pre-Sales, and XDRs, this role is a critical partner to Operations and Leadership, leveraging conversational data to provide business insights, audit pipeline health, and drive data-backed decisions on how to manage and scale the business
- 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
- BT 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
- 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
- As a member of this team, you will work alongside experts in Salesforce solutions, field productivity, and worldwide operations to ensure our tools—and the processes surrounding them—allow our field organization to run efficiently and optimally
Our take
Okta started off as an identity company where organisations, large and small, could tap into the company to have a single sign-on interface to access all cloud applications now centralised. Okta has since expanded to provide identity management at the device as well as the server level.
The new approach towards network security is increasingly based on identification and authentication, and Okta is on track to become the go-to vendor in the space. It aims to do so by developing products that enable people to access applications and other tools more smoothly and securely than ever before.
Okta has taken strides towards expansion through significant employee growth and shuffling executive leadership. The company has also made lateral moves such as tackling governance concerns, opening up new paths for revenue.
Freddie
Company Specialist at Welcome to the Jungle
Insights
19% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Sep 2015
$75m
SERIES F
Jun 2014
$75m
SERIES E
Total funding: $229.3m
Company benefits
- Work from home opportunities
- Health + Wellness
- Financial Benefits
- Pay + Incentives
- Time Off
- Everyday Living
- Resources
Company HQ
The East Cut, San Francisco, CA
Leadership
Todd McKinnon
(Co-Founder & CEO)VP of Development at Salesforce.com and has nearly a decade of experience in various engineering and leadership roles at PeopleSoft.
Frederic Kerrest
(Co-Founder & Vice Chairman)Worked in Sales and Business Development at Salesforce.com, and previously co-founded high-tech consulting firm Meridian Global Solutions.
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