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Salary: USD 161,000 - 222,500 / annual
Okta is hiring a GTM Strategy & Activation leader to own go-to-market readiness for Okta Secures AI, the company's product line for agent identity. This is a strategy role focused on customer insight, messaging, positioning, competitive intelligence, and readiness strategy—not traditional enablement.
You will own GTM readiness across the full customer lifecycle, from first conversation through deployment, adoption, and expansion. Pre-sales, you ensure Account Executives, Solutions Engineers, and Field Development Engineers can position, demo, differentiate, and win. Post-sales, you ensure Professional Services, partners, Technical Account Managers, Customer Success Managers, and FDEs can deploy, drive adoption, and expand.
Key responsibilities include:
**Pre-Sales Readiness:**
- Build messaging, value propositions, proof points, and persona-specific stories for sellers
- Develop competitive positioning, objection handling, and talk tracks as the market evolves
- Equip SEs and FDEs with stories, scenarios, and technical depth for credible demos
- Ensure field readiness for new launches and pricing changes
- Partner directly with sellers and SEs to identify gaps in live deals and turn insights into reusable solutions
**Post-Sales Readiness:**
- Work with FDEs and Professional Services to turn deployment patterns into repeatable use cases, reference architectures, and playbooks
- Help System Integrators and implementation partners deliver to Okta Professional Services standards
- Equip TAMs and CSMs with health signals, use-case expansion paths, and messaging for renewal and growth
- Turn deployment and adoption outcomes into customer stories and proof points
- Bring deployment learnings back into product, roadmap, pricing, packaging, and GTM decisions
**Strategic Scope:**
You own GTM strategy behind readiness—not the training channels themselves. Your scope includes messaging architecture, buyer and persona insight, competitive strategy, launch readiness, customer evidence, and outcome ownership (win rate, time to deployment, adoption, expansion). You do not build a parallel enablement organization; Sales Enablement, Partner Enablement, Dev Enablement, Customer Success, and Professional Services own their channels. You own the strategy, content, and customer signal that feeds those programs.
**How You'll Work:**
- Stay close to customers by joining discovery calls, deal reviews, deployments, and post-sales conversations weekly
- Work directly with FDEs to see where customers get stuck and turn patterns into better positioning and playbooks
- Partner with sellers, SEs, consultants, TAMs, and CSMs to identify high-impact gaps
- Scale through existing teams by getting your strategy and content into enablement and delivery programs
- Influence the business by bringing customer signal into product, roadmap, pricing, and GTM decisions
- Build champions by delivering key sessions and developing field and partner leaders
- Measure impact on readiness, win rates, deployment speed, adoption, and expansion
The role requires willingness to travel for customer engagements, field events, QBRs, and partner sessions. AI is moving weekly; the work needs to move just as fast.
**Requirements:**
- 5+ years in product marketing, GTM strategy, sales engineering, solutions architecture, or professional services for a technical B2B product (security or identity experience a plus)
- Strong expertise in messaging, positioning, personas, and competitive strategy, grounded in customer experience
- Experience driving readiness across both pre-sales and post-sales technical audiences
- Technical acumen to learn quickly and explain complex concepts clearly (agent identity, MCP, Cross App Access, enterprise AI deployment)
- Experience working directly with customers and deployment teams, turning real-world problems into scalable solutions
- Track record of influencing teams you don't own and getting work adopted across an organization
- Strong presentation and facilitation skills, adaptable to sellers, engineers, consultants, executives, and customers
- Strong judgment and prioritization—knowing what to build, what to reuse, and when to push back
- Comfort operating in an early, rapidly changing market where products, pricing, competitors, and customer needs evolve quickly
- Willingness to travel for customer engagements, field events, QBRs, and partner sessions
