Director, Demand Strategy & Growth

Overview

Okta is looking for a Director, Demand Strategy & Growth to lead our Growth Lab and help build the next generation of our demand engine. This role will focus on creating the strategy, operating model, and scalable programs that move us toward a true signal-based demand engine—one that uses intent, business triggers, account intelligence, and engagement data to drive more precise targeting, better timing, and stronger pipeline outcomes.

This leader will sit at the intersection of demand generation, sales, marketing operations, field marketing, and growth strategy. Rather than running disconnected tests, this role is responsible for building the underlying architecture for how signal-based programs are identified, activated, measured, and scaled across the business.

The ideal candidate brings a strong mix of strategic thinking, operational discipline, and demand generation expertise, with a proven ability to turn insight into repeatable pipeline impact.

Key Responsibilities

• Growth Strategy: Define the vision and roadmap for Okta’s Growth Lab, building the foundation for a signal-based demand engine that improves targeting, activation, and pipeline efficiency.
• Signal-Based Program Development: Identify the highest-value business triggers, intent signals, and account-level indicators, then translate them into scalable growth plays that can be deployed across teams and segments.
• Global Target Account Strategy: Lead the development and ongoing optimization of Okta’s global target account list strategy, defining how target accounts are identified, tiered, prioritized, and refreshed using firmographic, technographic, intent, engagement, and business trigger data.
• Demand Engine Architecture: Build the frameworks, processes, and activation models that operationalize signals across outbound, ABM, digital, field, and sales-led motions.
• Pipeline Impact: Create and scale growth programs that improve account engagement, pipeline creation, conversion, and sales efficiency.
• Cross-Functional Execution: Partner closely with regional sales leaders, field marketing, growth product marketing, strategy and operations, marketing operations, and business development teams to embed signal-based motions into go-to-market execution.
• Measurement & Optimization: Establish clear success metrics, evaluate performance, and use data to refine programs, improve ROI, and scale the most effective plays.
• Team Leadership: Lead and develop a high-performing team responsible for building and operationalizing strategic growth programs with speed, rigor, and strong cross-functional alignment.
• Executive Alignment: Communicate strategy, progress, and recommendations clearly to senior stakeholders, building buy-in for new approaches and influencing broader demand generation strategy.

Qualifications & Core Competencies

• 10–15+ years of relevant growth and demand generation experience: Proven success leading strategic growth, demand generation, ABM, or outbound programs in a high-growth B2B SaaS environment. Previous experience in a sales organization a plus.
• Signal-Based Marketing Expertise: Deep understanding of intent data, business triggers, account signals, and signal-based marketing strategies, with the ability to translate insight into scalable go-to-market action.
• Modern GTM Tech Fluency: Hands-on familiarity with tools and workflows across the modern growth stack, including Clay, 6sense, Salesforce, Marketo, Common Room, and similar platforms.Past experience in leveraging agentic technology in a GTM context is a plus.
• Scalable Program Builder: Demonstrated success building repeatable demand programs and growth motions that drive measurable pipeline impact and can scale across teams, segments, or regions.
• Cross-Channel Activation Strength: Deep understanding of how to orchestrate coordinated plays across marketing and sales channels to improve targeting, timing, and account engagement.
• Operational and Analytical Rigor: Strong operational discipline and analytical capability, with experience using data to guide decisions, improve performance, and deliver measurable business outcomes.
• Framework and Process Design: Experience building processes, playbooks, and operating frameworks that enable growth programs to scale effectively across teams and geographies.
• Leadership and Influence: Strong leadership, communication, and stakeholder management skills, with the ability to align cross-functional teams and influence senior partners.

Requirements

• BS/BA degree required.

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PID: P21822_3402511