Manager, GTM AI & Revenue Intelligence

The Field Process & Systems team is the strategic connective tissue between our Go-To-Market strategy and the technology that powers it. We manage the end-to-end design of GTM workflows, the optimization of our global tech stack, and the deployment of AI-driven operational capabilities. While rooted in the Field Process & Systems organization, our scope spans across broad Go-To-Market functions. Our mission is to eliminate operational friction and accelerate growth by delivering scalable, AI-powered system solutions. As a member of this team, you will work alongside experts in Salesforce solutions, AI productivity, and global operations to ensure our tools and workflows allow our GTM organization to execute with speed and precision.

The Manager, GTM AI & Revenue Intelligence is responsible for designing and scaling AI-driven workflows and integrating Conversational Intelligence (CI) insights into the broader global GTM lifecycle. Sitting within the Field Process & Systems team, this role operationalizes AI initiatives by defining how unstructured conversational data, predictive signals, and AI tools validate pipeline health, automate GTM handoffs, and drive cross-functional execution. Beyond field support, this role is a critical partner to GTM Leadership—leveraging CI and AI insights to provide executive business intelligence, optimize execution across the customer lifecycle, and enable data-backed decision-making across the enterprise.

AI & CI Workflow Design & GTM Operationalization

• Methodology & Framework Alignment: Ensure CI insights and AI tools are configured to reinforce core GTM frameworks, embedding real-time guidance and revenue intelligence into daily operational workflows.
• GTM Workflow Integration: Design standard processes for GTM teams to leverage CI insights at critical lifecycle milestones (e.g., discovery validation, technical scoping, adoption tracking, and renewal risks).
• Cross-Functional Handoffs: Establish procedural standards using CI and AI data to streamline transitions between teams, keeping the "voice of the customer" central from initial engagement through expansion.

GTM Intelligence & Operational Strategy

• AI-Driven Business Insights: Turn unstructured conversational data and AI signals into executive revenue intelligence (e.g., identifying deal friction points, win/loss drivers, and churn indicators).
• Pipeline & Deal Health Auditing: Develop processes that leverage CI as an objective "truth mechanism" within Salesforce to validate stage progression and improve forecasting accuracy.
• GTM Trend Tracking: Define and manage global CI trackers and AI prompt frameworks to provide GTM leadership with real-time visibility into market shifts, competitor mention trends, and customer sentiment.
• Productivity Benchmarking: Identify high-performing behavior patterns via CI and translate them into repeatable, AI-assisted process standards across GTM roles.

Cross-Functional Partnership & Systems Strategy

• TDI Partnership: Serve as a key GTM business stakeholder for the Technology Data & Insights (TDI) team—owning business requirements, prompt logic, and process architecture while partnering with TDI on technical execution and AI integrations.
• AI Platform Optimization: Regularly evaluate and optimize our CI and AI technology stack (e.g., Gong, AI assistants, sales engagement platforms) to ensure continuous alignment with evolving GTM needs.

• 5+ Years of Experience: Background in GTM Operations, Revenue Operations, Sales Operations, or GTM Process Strategy.
• Core Tech Fluency (CI, AI & CRM): Deep hands-on experience across Conversational Intelligence platforms (e.g., Gong, Clari), enterprise CRM systems (Salesforce), and modern GTM AI tools.
• LLM & Workflow Expertise: Proven track record of actively using Large Language Models (LLMs)—including prompt engineering and workflow automation tools—to build, refine, and scale operational GTM workflows.
• The "Process First" Mindset: Proven track record of designing scalable GTM workflows that successfully integrate advanced tech/AI tools without adding friction.
• Broad GTM Perspective: Ability to look beyond individual interactions to see the broader customer journey and how AI can optimize execution across all GTM roles.
• Strategic Stakeholder Management: Proven experience partnering with Technology Data & Insights (TDI) teams and executive leadership to translate strategic GTM needs into technical requirements.
• Analytical Acumen: Comfortable turning qualitative conversational data and AI outputs into actionable, executive-level metrics.

• Amazing Benefits
• Making Social Impact
• Fostering Diversity, Equity, Inclusion and Belonging at Okta

Okta cultivates a dynamic work environment, providing the best tools, technology and benefits to empower our employees to work productively in a setting that best and uniquely suits their needs. Find your place at Okta today! https://www.okta.com/company/careers/.

Okta is an Equal Opportunity Employer/Affirmative Action 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.

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