Field GTM Lead, Sales Acceleration, Okta Secures AI
Okta · Bellevue, Washington; Chicago, Illinois; San Francisco, California ·
- Seniority
- Lead
- Category
- Sales
- Experience
- 5+ years
Secure Every Identity, from AI to Human
Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence.
This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.
About this role
Okta Secures AI is Okta's product line for agent identity: securing what AI agents can access and do across the enterprise. This team owns the category narrative, direct customer engagement, field enablement, deal-process improvement, and market presence, all in service of one number: pipe-to-revenue conversion.
This is a field-facing role. You'll spend most of your time alongside sellers and account teams, in front of customers and prospects, helping move specific deals forward. You'll also carry ownership of how the sales process itself works: running win rooms, building the sales-play motions that move deals through the pipeline, and pushing ideas that accelerate conversion. What you hear in the field feeds directly back into how the team positions and messages Okta Secures AI, and you'll shape that narrative as much as you support the deals it's used in.
What you'll do
- Get in front of customers and prospects directly and often, working alongside sellers and account teams on live deal pursuits, of all audience sizes, from a single stakeholder to a room of buyers.
- Travel to speak at in-person events, representing Okta Secures AI to customers and partners, and sharpening the narrative based on what lands.
- Run win rooms and build the sales-play motions that move Okta Secures AI deals through the pipeline, then track how well they convert.
- Own pitch decks and one-pagers for live deals and events, making sure the positioning holds up in front of real buyers, not just on paper.
- Turn recurring deal friction into reusable fixes: a sharper play, a new asset, a messaging shift, or a process change that helps sellers move the next deal faster, not just this one.
- Earn a standing seat at QBRs and win rooms by consistently turning seller feedback into something they can use, so sellers pull you in rather than field marketing pushing in.
- Keep messaging, competitive positioning, and deal materials current as what you hear in deals and at events changes them.
What you'll bring
- 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 material for others to deliver.
- Track record owning a pipeline, bookings, or conversion number tied to direct field engagement.
- Comfort shaping positioning and messaging based on live customer signal, and comfort running a room: win rooms, deal strategy sessions, or executive briefings, at any audience size.
- Comfort analyzing deal and pipeline data to find the root cause of a stall, and turning that into a concrete recommendation.
- 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.
P24523
Below is the annual base salary range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. Your actual base salary will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable), bonus, and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit: .
The Okta Experience
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- Developing Talent and Fostering Connection + Community
We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one.
Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws.
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