GTM Strategy & Activation - Pre and Post Sales Readiness (AI)

Location: Bellevue, Washington; Chicago, Illinois; or San Francisco, California. Travel is required for customer engagements, field events, QBRs, and partner sessions.

Annual base salary: $161,000–$222,500 USD, with equity where applicable, bonus, and benefits.

Company

Okta builds identity infrastructure, including Okta Secures AI for securing AI-agent access and actions across the enterprise.

What you will do

• Own GTM readiness across the customer lifecycle, from first conversation through deployment, adoption, and expansion.
• Develop messaging, positioning, value propositions, persona-specific stories, competitive differentiation, objection handling, and demo readiness.
• Set launch, pricing, deployment, partner, adoption, and expansion readiness standards for sellers, technical teams, partners, Professional Services, TAMs, and CSMs.
• Turn customer conversations, deal reviews, deployments, and adoption outcomes into use cases, reference architectures, playbooks, proof points, and customer stories.
• Feed customer and field signals into product, roadmap, pricing, packaging, and GTM decisions while scaling strategy through existing enablement and delivery teams.
• Measure impact on win rate, deployment speed, adoption, and expansion, and develop field and partner champions.

Requirements

• 5+ years in product marketing, GTM strategy, sales engineering, solutions architecture, or Professional Services for a technical B2B product; security or identity experience is 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 depth to learn and clearly explain agent identity, MCP, Cross App Access, and enterprise AI deployment.
• Experience working directly with customers and deployment teams and converting real-world problems into scalable solutions.
• Track record of influencing teams without direct ownership and achieving organization-wide adoption.
• Strong presentation and facilitation skills for sellers, engineers, consultants, executives, and customers.
• Strong judgment, prioritization, and adaptability in an early, rapidly changing market.
• Willingness to travel for customer engagements, field events, QBRs, and partner sessions.

Nice to have

• Security or identity experience.

Culture & Benefits

• In-person onboarding experience designed to accelerate impact and build connections.
• Health, dental, and vision insurance, 401(k), flexible spending account, PTO, and parental leave.
• Equity where applicable and bonus eligibility.
• Community and talent-development initiatives across a global organization with more than 20 offices.