Manager, GTM AI & Revenue Intelligence

Okta•Chicago, IL

7d•$143,000 - $179,000•Onsite

About The Position

Okta is seeking a Manager, GTM AI & Revenue Intelligence to design and scale AI-driven workflows and integrate Conversational Intelligence (CI) insights into the broader global GTM lifecycle. This role operationalizes AI initiatives by defining how unstructured conversational data, predictive signals, and AI tools validate pipeline health, automate GTM handoffs, and drive cross-functional execution. The role is a critical partner to GTM Leadership, leveraging CI and AI insights to provide executive business intelligence, optimize execution across the customer lifecycle, and enable data-backed decision-making across the enterprise. The Field Process & Systems team is the strategic connective tissue between our Go-To-Market strategy and the technology that powers it. We manage the end-to-end design of GTM workflows, the optimization of our global tech stack, and the deployment of AI-driven operational capabilities. Our mission is to eliminate operational friction and accelerate growth by delivering scalable, AI-powered system solutions. As a member of this team, you will work alongside experts in Salesforce solutions, AI productivity, and global operations to ensure our tools and workflows allow our GTM organization to execute with speed and precision.

Requirements

5+ Years of Experience: Background in GTM Operations, Revenue Operations, Sales Operations, or GTM Process Strategy.
Deep hands-on experience across Conversational Intelligence platforms (e.g., Gong, Clari), enterprise CRM systems (Salesforce), and modern GTM AI tools.
Proven track record of actively using Large Language Models (LLMs)—including prompt engineering and workflow automation tools—to build, refine, and scale operational GTM workflows.
Proven track record of designing scalable GTM workflows that successfully integrate advanced tech/AI tools without adding friction.
Ability to look beyond individual interactions to see the broader customer journey and how AI can optimize execution across all GTM roles.
Proven experience partnering with Technology Data & Insights (TDI) teams and executive leadership to translate strategic GTM needs into technical requirements.
Comfortable turning qualitative conversational data and AI outputs into actionable, executive-level metrics.

Responsibilities

Ensure CI insights and AI tools are configured to reinforce core GTM frameworks, embedding real-time guidance and revenue intelligence into daily operational workflows.
Design standard processes for GTM teams to leverage CI insights at critical lifecycle milestones (e.g., discovery validation, technical scoping, adoption tracking, and renewal risks).
Establish procedural standards using CI and AI data to streamline transitions between teams, keeping the "voice of the customer" central from initial engagement through expansion.
Turn unstructured conversational data and AI signals into executive revenue intelligence (e.g., identifying deal friction points, win/loss drivers, and churn indicators).
Develop processes that leverage CI as an objective "truth mechanism" within Salesforce to validate stage progression and improve forecasting accuracy.
Define and manage global CI trackers and AI prompt frameworks to provide GTM leadership with real-time visibility into market shifts, competitor mention trends, and customer sentiment.
Identify high-performing behavior patterns via CI and translate them into repeatable, AI-assisted process standards across GTM roles.
Serve as a key GTM business stakeholder for the Technology Data & Insights (TDI) team—owning business requirements, prompt logic, and process architecture while partnering with TDI on technical execution and AI integrations.
Regularly evaluate and optimize our CI and AI technology stack (e.g., Gong, AI assistants, sales engagement platforms) to ensure continuous alignment with evolving GTM needs.