Vice President, GTM Operations

Okta•San Francisco, CA

3d•Hybrid

About The Position

Okta is seeking a Vice President, GTM Operations who will serve as the core operational partner to the CRO organization. This leadership role is responsible for defining, aligning, and executing the operational strategy across the GTM organization to drive scalability, efficiency, and predictability in the revenue engine. The VP of GTM Operations will ensure global Sales, Pre-Sales, XDR/BDR, Partner, and Customer Success/Professional Services teams have the necessary cadences, processes, data, insights, and systems to deliver growth. This leader will manage and inspire a high-performing operations team, fostering a culture of operational excellence and data-driven decision-making.

Requirements

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 strong understanding of the broader sales technology ecosystem.
Exceptional analytical and quantitative skills; 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 strong results-oriented ownership mentality and owns both successes and failures/learnings in past experiences.
Bachelor's degree in Business, Finance, or a related field; MBA or advanced degree preferred.

Responsibilities

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, pipeline generation, 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 Operations; Sales Operations, Partner Operations, XDR Operations, and Customer Success/Professional Services Operations, ensuring seamless integration and alignment.
Partner with Finance and GTM leadership to manage the forecasting process, ensuring rigor, accuracy, and predictability.
Establish, monitor, and manage the key GTM metrics and dashboards used by the executive team and functional leaders.
Provide insights into business performance, identifying trends, risks, and opportunities for growth and efficiency.
Recruit, mentor, 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, Marketing Operations, PeopleOps and Business Technology teams.