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Salary: USD 147,000 - 226,000 / annual
Okta Secures AI is Okta's product line for agent identity, securing what AI agents can access and do across the enterprise. This field-facing role sits at the intersection of go-to-market strategy and direct customer engagement, focused on accelerating pipeline-to-revenue conversion for the Okta Secures AI product line.
You will spend most of your time alongside sellers and account teams, in front of customers and prospects, helping move specific deals forward. Your responsibilities include:
- Direct customer and prospect engagement: Get in front of buyers at all levels—from single stakeholders to executive rooms—working alongside sellers on live deal pursuits.
- Event representation: Travel to in-person events to represent Okta Secures AI, refine the narrative based on what resonates with real buyers.
- Sales process ownership: Run win rooms, build sales-play motions that move deals through the pipeline, and track conversion metrics.
- Deal materials: Own pitch decks and one-pagers for live deals and events, ensuring positioning holds up in front of real buyers.
- Systematic improvement: Turn recurring deal friction into reusable fixes—sharper plays, new assets, messaging shifts, or process changes that help sellers move the next deal faster.
- Cross-functional influence: Earn a standing seat at QBRs and win rooms by consistently turning seller feedback into actionable tools, so sellers pull you in rather than field marketing pushing in.
- Messaging currency: Keep competitive positioning, messaging, and deal materials current as market signals evolve.
This role requires someone who can bridge product marketing, sales enablement, and field strategy. You'll shape the category narrative for Okta Secures AI while directly supporting deal acceleration. Success means sellers view you as an essential partner, not a support function.
REQUIREMENTS:
- 5+ years in inbound product marketing, sales, partner, customer marketing, or growth roles for a technical B2B product (ideally security or identity), with real time spent in front of customers—not just producing materials for others to deliver.
- Track record owning a pipeline, bookings, or conversion number tied to direct field engagement.
- Ability to shape positioning and messaging based on live customer signal; comfort running rooms (win rooms, deal strategy sessions, executive briefings) at any audience size.
- Ability to analyze deal and pipeline data to identify root causes of stalls and translate findings into concrete recommendations.
- Willingness to travel regularly for in-person events and customer engagements.
- Judgment to build trust with sellers and account teams by consistently acting on their feedback, not just collecting it.
