Senior Director, Strategic Customer Acceleration

Okta•Chicago, IL

6h•$256,000 - $352,000•Hybrid

About The Position

Okta's Product Acceleration Organization drives product-led growth, enterprise deployment at scale, and go-to-market velocity. As Senior Director, Strategic Customer Acceleration, you will lead the programs and playbooks that move Okta's most strategic customers from contract to full platform adoption — and displace legacy identity vendors along the way. You will own Okta's G2K (Global 2000) deployment acceleration program, partnering with Sales, Customer Success, and Product to ensure named enterprise accounts achieve deep, durable platform adoption. You'll build competitive displacement frameworks targeting SailPoint IGA and CyberArk PAM, lead AI-powered enablement programs, and accelerate partner and ISV co-innovation. This is a highly cross-functional, high-visibility role reporting into the VP, Product Acceleration.

Requirements

12+ years in enterprise SaaS: Background in strategy, product, customer success, or go-to-market roles.
Proven track record: Experience driving large-scale enterprise platform deployments with F500/G2K customers.
Deep identity knowledge: Expertise in identity and access management—Workforce Identity, CIAM, IGA, or PAM.
Competitive displacement expertise: Hands-on experience, ideally targeting SailPoint (IdentityNow/IdentityIQ) or CyberArk PAM.
PLG mastery: Expertise in product-led growth (PLG) motions and self-serve expansion strategies.
Strong cross-functional leadership: Ability to align Sales, CS, Product, and Engineering toward shared outcomes.
AI/ML applications experience: Familiarity with LLMs, AI agents, product analytics, and agentic workflows in enterprise SaaS.
Building and scaling: Track record of building programs from 0→1 in fast-moving environments.
Bachelor's degree required; MBA or technical graduate degree preferred.

Nice To Haves

Direct experience at an identity vendor (Okta, SailPoint, CyberArk, Ping, ForgeRock, etc.).
Background in competitive displacement programs or migration factory models.
Experience with ISV/GSI partner ecosystem acceleration.
Familiarity with NHI (non-human identity), AI governance, or responsible AI frameworks at enterprise scale.

Responsibilities

Drive the G2K deployment acceleration program: Lead a white-glove, named-account model for Okta's largest enterprise customers.
Define and execute deployment playbooks: Reduce time-to-full-adoption across Workforce Identity, Customer Identity, IGA, and PAM.
Build migration accelerators: Develop provisioning templates, policy migration guides, and integration bridges for SailPoint IGA (IdentityNow/IdentityIQ) and CyberArk PAM rip-and-replace motions.
Drive KPIs: Focus on deployment depth, competitive displacement rate, and Net Expansion Revenue (NER) across G2K accounts.
Partner cross-functionally: Work with Field Sales and Customer Success to embed acceleration resources into named-account strategic plans.
Embed AI capabilities: Integrate AI throughout the customer acceleration lifecycle—from onboarding to competitive displacement to ongoing expansion.
Develop governance frameworks: Create responsible AI governance frameworks and NHI (non-human identity) best practices for enterprise deployments.
Leverage data and analytics: Use product analytics and AI-driven insights to identify expansion signals and proactively surface acceleration opportunities.
Build co-innovation programs: Partner with strategic ISV and technology partners to extend Okta's G2K value proposition.
Develop joint GTM playbooks: Work with GSIs and regional partners to scale enterprise deployment capacity.
Create partner enablement tools: Design certification paths that drive consistent, high-quality G2K outcomes.
Define the operating rhythm: Establish OKRs and reporting cadence for the Strategic Customer Acceleration function.
Champion AI fluency: Embed AI tools into daily workflows and program delivery across your team.