Senior Director of Sales & Revenue - AI & GTM Technology

Okta•Chicago, WA

5d•Hybrid

About The Position

Okta is seeking a Senior Director of Sales & Revenue to join the Technology, Data, and Intelligence (TDI) team. This high-impact leader will transform 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 role involves owning the end-to-end technology strategy and execution across Okta's Sales & Revenue ecosystem, including Field Sales, Sales Ops, Renewals, Revenue Operations, Pricing & Packaging, Commissions, Partners & Alliances, and Buying Programs. The goal is to 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.

Requirements

18+ years leading global Sales, Revenue Operations, or Business Technology functions within high-growth SaaS or enterprise technology environments.
Proven architect of large-scale digital transformations, pioneering the integration of AI and automation to redefine GTM motions.
Deep mastery of the enterprise ecosystem (Salesforce, CPQ, Clari) and the data/integration architectures required to connect partner ecosystems with internal revenue engines.
Sophisticated understanding of the modern revenue lifecycle, including complex enterprise sales cycles, renewal optimization, value-based pricing, and partner-led scale.
Demonstrated success delivering quantifiable business value through strategic deployment of AI (e.g., accelerated revenue velocity, productivity gains).
A "product-led" approach to internal systems, prioritizing scalable architecture, elegant user experiences, and robust systems thinking.
Exceptional presence and "bilingual" communication skills—bridging technical complexity and boardroom strategy to align C-suite stakeholders.
Bachelor's degree required.

Nice To Haves

MBA or equivalent advanced leadership degree highly preferred.

Responsibilities

Lead the shift to an AI-first GTM model by embedding intelligence across forecasting, pipeline management, pricing, renewals, and partner motions.
Define and execute a modern, scalable systems roadmap across Salesforce, CPQ, Clari, partner ecosystems, and data platforms.
Own and optimize the full revenue lifecycle (lead → opportunity → deal → renewal → expansion), ensuring alignment across pricing, quoting, forecasting, and commissions.
Drive accuracy, transparency, and scalability across pricing, packaging, and commissions through system and process innovation.
Build next-generation partner and digital buying capabilities, enabling co-sell, self-serve, and data-driven GTM motions.
Champion a product-driven approach where business needs are inputs and teams deliver iterative, outcome-based solutions.
Establish a unified data foundation and enable AI-powered insights for forecasting, pipeline health, and revenue planning.
Build and lead a high-performing team of product managers, engineers, and architects with a culture of innovation and accountability.