About the Role
Okta's Product Acceleration Organization drives product-led growth, enterprise deployment at scale, and go-to-market velocity. As Senior Director, Strategic Customer Acceleration, you will lead the programs and playbooks that move Okta's most strategic customers from contract to full platform adoption – and displace legacy identity vendors along the way.
What You'll Do
Strategic Customer Acceleration (G2K)
- Drive the G2K deployment acceleration program: Lead a white-glove, named-account model for Okta's largest enterprise customers.
- Define and execute deployment playbooks: Reduce time-to-full-adoption across Workforce Identity, Customer Identity, IGA, and PAM.
- Build migration accelerators: Develop provisioning templates, policy migration guides, and integration bridges for SailPoint IGA (IdentityNow/IdentityIQ) and CyberArk PAM rip-and-replace motions.
- Drive KPIs: Focus on deployment depth, competitive displacement rate, and Net Expansion Revenue (NER) across G2K accounts.
- Partner cross-functionally: Work with Field Sales and Customer Success to embed acceleration resources into named-account strategic plans.
AI-Powered Enablement & Programs
- Embed AI capabilities: Integrate AI throughout the customer acceleration lifecycle—from onboarding to competitive displacement to ongoing expansion.
- Develop governance frameworks: Create responsible AI governance frameworks and NHI (non-human identity) best practices for enterprise deployments.
- Leverage data and analytics: Use product analytics and AI-driven insights to identify expansion signals and proactively surface acceleration opportunities.
Partner & Ecosystem Acceleration
- Build co-innovation programs: Partner with strategic ISV and technology partners to extend Okta's G2K value proposition.
- Develop joint GTM playbooks: Work with GSIs and regional partners to scale enterprise deployment capacity.
- Create partner enablement tools: Design certification paths that drive consistent, high-quality G2K outcomes.
Organizational Effectiveness
- Define the operating rhythm: Establish OKRs and reporting cadence for the Strategic Customer Acceleration function.
- Champion AI fluency: Embed AI tools into daily workflows and program delivery across your team.
What You'll Bring
Required Experience
- 12+ years in enterprise SaaS: Background in strategy, product, customer success, or go-to-market roles.
- Proven track record: Experience driving large-scale enterprise platform deployments with F500/G2K customers.
- Deep identity knowledge: Expertise in identity and access management—Workforce Identity, CIAM, IGA, or PAM.
- Competitive displacement expertise: Hands‑on experience, ideally targeting SailPoint (IdentityNow/IdentityIQ) or CyberArk PAM.
- PLG mastery: Expertise in product-led growth (PLG) motions and self‑serve expansion strategies.
- Strong cross‑functional leadership: Ability to align Sales, CS, Product, and Engineering toward shared outcomes.
- AI/ML applications experience: Familiarity with LLMs, AI agents, product analytics, and agentic workflows in enterprise SaaS.
- Building and scaling: Track record of building programs from 01 in fast-moving environments.
- Education: Bachelor's degree required; MBA or technical graduate degree preferred.
Preferred Experience
- Direct experience at an identity vendor (Okta, SailPoint, CyberArk, Ping, ForgeRock, etc.).
- Background in competitive displacement programs or migration factory models.
- Experience with ISV/GSI partner ecosystem acceleration.
- Familiarity with NHI (non-human identity), AI governance, or responsible AI frameworks at enterprise scale.
Scope & Level
- Level: Senior Director, individual contributor
- Scope: Global
- Key Stakeholders: VP Product Acceleration, SVP Product Engineering, Chief Technology Officer, Chief Product Officer, CRO, GM AI Take-off Team
- Primary KPIs: G2K deployment depth, competitive displacement rate, NER, time-to-full-adoption
Okta's Values
- Love our customers: We are obsessed with helping them succeed.
- Never stop innovating: We are always looking for a better way.
- Act with integrity: We are honest, ethical, and transparent.
- Be transparent: We share information freely and proactively.
- Empower our people: We give our team the autonomy to do their best work.
The Okta Experience
- Supporting Your Well‑Being
- Driving Social Impact
- Developing Talent and Fostering Connection & Community
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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