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About the 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, customer engagement, field enablement, deal-process improvement, and market presence to drive pipe-to-revenue conversion. This is a field-facing role where you will work alongside sellers and account teams, engaging with customers and prospects to advance specific deals. You will also own the sales process, running win rooms, building sales-play motions, and proposing ideas to accelerate conversion. Feedback from the field will directly influence the team's positioning and messaging for Okta Secures AI.
Responsibilities
- Engage directly with customers and prospects alongside sellers and account teams on live deal pursuits.
- Travel to represent Okta Secures AI at in-person events and refine the narrative based on customer reception.
- Manage win rooms and develop sales-play motions to advance Okta Secures AI deals through the pipeline and track conversion rates.
- Own pitch decks and one-pagers for deals and events, ensuring positioning is effective with real buyers.
- Identify recurring deal friction and develop reusable solutions such as sharper plays, new assets, messaging shifts, or process changes to accelerate future deals.
- Earn a consistent presence in QBRs and win rooms by transforming seller feedback into actionable resources.
- Maintain current messaging, competitive positioning, and deal materials based on insights from deals and events.
Requirements
- 5+ years in inbound product marketing, sales, partner, customer marketing, or growth roles for a technical B2B product, preferably in security or identity.
- Demonstrated experience working directly with customers.
- Proven track record of owning a pipeline, bookings, or conversion number tied to direct field engagement.
- Comfort shaping positioning and messaging based on live customer feedback.
- Experience running win rooms, deal strategy sessions, or executive briefings for various audience sizes.
- Ability to analyze deal and pipeline data to identify root causes of stalls and formulate concrete recommendations.
- Willingness to travel regularly for in-person events and customer engagements.
- Skill in building trust with sellers and account teams by acting on their feedback.
Skills
- Product Marketing
- Sales Enablement
- Customer Engagement
- Deal Management
- Pipeline Conversion
- Messaging
- Competitive Positioning
- Data Analysis
- Sales Strategy
Location
- San Francisco Bay Area
- California (excluding San Francisco Bay Area)
- Colorado
- Illinois
- New York
- Washington
Work Type
- Full-time
- Hybrid
Experience Level
- 5+ years
Salary/Compensations
- $165,000—$226,000 USD (San Francisco Bay Area)
- $147,000—$202,000 USD (California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington)
Benefits
- Equity
- Bonus
- Health insurance
- Dental insurance
- Vision insurance
- 401(k)
- Flexible spending account
- Paid leave (including PTO and parental leave)
About the Company
- Okta is building the trusted, neutral infrastructure that enables organizations to safely embrace the new era of AI.
- Okta's global community spans over 20 offices worldwide, united by a drive to innovate.
- The company offers an immersive, in-person onboarding experience designed to accelerate impact and connect employees to the mission and team from day one.
Equal Opportunity
- 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.
- Okta considers for employment qualified applicants with arrest and convictions records, consistent with applicable laws.
- Reasonable accommodation is available for the job application, interview process, or onboarding.
- Okta may use Automated Employment Decision Tools (AEDT) that use artificial intelligence, machine learning, or other automated processes to assist in the recruitment and hiring process for applicants or employees residing in New York City.