Director, Demand Strategy & Growth

About the role

Okta is hiring a Director of Demand Strategy & Growth to lead its Growth Lab and shape the next generation of the company’s demand engine. The role is centered on building a signal-led approach to demand generation that combines intent data, business triggers, account intelligence, and engagement insights to improve targeting, timing, and pipeline results.

This position works across demand generation, sales, marketing operations, field marketing, and growth strategy. Instead of running isolated experiments, the leader will design the structure, processes, and operating model that allow signal-based programs to be discovered, activated, measured, and expanded across the organization. The ideal candidate combines strategic thinking, operational discipline, and deep demand generation experience, with a track record of turning insights into repeatable pipeline outcomes.

What you'll do

• Set the strategy and roadmap for the Growth Lab and build the base for a signal-based demand engine that strengthens targeting, activation, and pipeline efficiency.
• Identify high-value triggers, intent cues, and account-level signals, then convert them into scalable growth plays that can be used across teams and segments.
• Own the ongoing design and improvement of the global target account strategy, including how accounts are sourced, tiered, prioritized, and refreshed using firmographic, technographic, intent, engagement, and business-trigger data.
• Create the frameworks, workflows, and activation models needed to bring signals into outbound, ABM, digital, field, and sales-led motions.
• Launch and scale programs that increase account engagement, pipeline generation, conversion, and sales productivity.
• Work closely with regional sales leaders, field marketing, growth product marketing, strategy and operations, marketing operations, and business development to embed signal-driven motions into go-to-market execution.
• Define success metrics, assess performance, and use data to improve programs, raise ROI, and scale the strongest plays.
• Manage and grow a high-performing team focused on building and operationalizing strategic growth programs with urgency, rigor, and strong alignment.
• Present strategy, progress, and recommendations to senior stakeholders and help secure support for new approaches across demand generation.

What we're looking for

Okta is seeking a senior growth leader with 10–15+ years of experience in growth, demand generation, ABM, or outbound programs within a fast-growing B2B SaaS environment. Experience working in a sales organization is considered an advantage.

The right candidate should have a strong grasp of intent data, business triggers, account signals, and signal-based marketing, along with the ability to convert that understanding into scalable go-to-market action. Familiarity with modern growth tools and workflows such as Clay, 6sense, Salesforce, Marketo, Common Room, and similar platforms is important, and experience using agentic technology in a GTM setting is a plus.

Success in this role also requires the ability to build repeatable demand programs that can scale across teams, segments, or regions; coordinate cross-channel plays across marketing and sales; and use data to make decisions, improve performance, and deliver measurable outcomes. Strong process design, playbook creation, leadership, communication, and stakeholder management skills are essential.

Requirements

• A BS/BA degree is mandatory.

Compensation and benefits

For candidates in Canada, the annual base salary range is from USD 176,000 to USD 242,000. For candidates in California outside the San Francisco Bay Area, Colorado, Illinois, New York, and Washington, the annual base salary range is USD 204,000 to USD 281,000. Actual pay will vary based on skills, qualifications, experience, and work location.

Okta may also provide equity where applicable, along with bonus opportunities and benefits that can include health, dental, and vision insurance, RRSP matching, healthcare spending accounts, telemedicine, and paid leave such as PTO and parental leave, according to applicable plans and policies.

Culture and additional information

Okta emphasizes connection, innovation, and community across its global offices. New hires begin with an in-person onboarding experience designed to accelerate impact and build early connections with the mission and team.

Okta is an equal opportunity employer and considers all qualified applicants without regard to protected characteristics or status. The company also evaluates applicants with arrest and conviction records where permitted by law.

If you need an accommodation for any part of the application, interview, or onboarding process, a request form is available through the employer’s accommodation process.

For New York City applicants and employees, Okta may use automated employment decision tools in its hiring process. NYC residents can review the applicable AEDT notice as provided by the employer.

Okta states that it follows relevant data privacy and security requirements and refers candidates to its personnel and job candidate privacy notice for more details.

PID: P21822_3402511

Benefits at Okta

• Support for employee well-being
• Programs that encourage social impact
• Opportunities for talent development and community connection