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.

Location & Requirements

• Based in Okta’s Bellevue office (In-office requirement).
• BS/BA degree required.

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PID: P21822_3402511

Marketing Associate -  Early Career  (12-Month Contract)

Location: London, UK (Hybrid - 2 days per week in office)

Get to know Okta

Okta is The World’s Identity Company. We free everyone to safely use any technology, anywhere, on any device or app. Our flexible and neutral products, Okta Platform and Auth0 Platform, provide secure access, authentication, and automation, placing identity at the core of business security and growth.

At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box - we’re looking for lifelong learners and people who can make us better with their unique experiences. 

Join our team! We’re building a world where Identity belongs to you.

The Opportunity

At Okta, we're on a mission to securely connect everyone to everything. Our marketing team is at the heart of telling this story, building our brand, and driving demand for our products. We are looking for a passionate and creative individual to kick-start their career with us.

This 12-month placement is a unique opportunity to get hands-on experience across a wide range of marketing activities. 

What You’ll Be Doing

This role is a mix of being creative and getting things done. You won’t just be watching from the sidelines, you’ll be contributing to programs that generate interest and leads for our sales team.

• Finding New Customers: Help the team launch and track campaigns. You’ll learn how we find people who might want to buy our products and how we keep them moving through to paying customers.
• Creating Content: You’ll help write and post interesting updates for our internal Slack channels and for our teams to share externally. You’ll learn how to change your writing style depending on who the audience is (for example, external: writing for an executive vs. writing for a tech user or internal: writing for one department vs another) 
• Learning the Tech Tools: Learning how to use tools (like Salesforce, Tableau and Marketo) to see how campaigns are performing and presenting that information to the business.
• Organising Events: Help us plan and run everything from online webinars to big in-person conferences. You’ll be a key part of the team that makes sure our guests have a great experience.
• Helping the Sales Team: You’ll work with our sales teams to make sure the Leads that are generated are moved through the funnel. 

You won’t be doing this alone. You’ll be paired with a mentor who will show you the ropes and help you get comfortable with marketing in a large dynamic technology company

By the end of this internship, you will have…

1. Run a campaign from start to finish.
2. Helped develop a marketing strategy.
3. Learned how to use professional software used by the world’s biggest companies.Helped deliver a major industry event.
4. Develop core marketing operations skills.

What You’ll Bring to the Table

We’re looking for someone who is genuinely curious and ready to get stuck in. Whether you learned the ropes in a classroom or you’ve been building things on your own, we care about your potential and your drive to learn.

• Your Background: Ideally, you’re currently studying or have a degree in something like Marketing, Business, or Communications. But if you’ve taken a different path or you’re a self-taught marketing fan, we still want to hear from you!
• Into Tech: You like technology. You’re interested in how it works and how it helps companies grow.
• A Natural Storyteller: You’re good with words. You can take a big, complicated idea and explain it in a way that’s easy and interesting for anyone to read.
• A Problem Solver: You don’t wait to be told what to do. If you hit a wall, you’re happy to ask questions, do a bit of research, and try to find a way through it.
• Organised & Sharp: You can keep a few plates spinning at once without letting the small details slip through the cracks.
• The Commitment: You’re ready to jump in and be a full-time part of our team for 12 months coming into the London office in Farringdon 2 days a week. 

Bonus Points

• You’ve run a blog, a successful social media page, or a personal creative project.
• You have a portfolio or examples of things you’ve written or designed.
• You’ve helped organise events or clubs in the past.
• Comfortable using AI tools to research, create content, or improve productivity.

If you’re excited to learn how marketing works inside a fast-growing global technology company, we’d love to hear from you.

The Mission: Secure Every Identity & Drive New Business

At Okta, we aren’t just managing logins; we’re building the trusted infrastructure that allows the AI era to thrive. Within our expanding Strategic & Key Accounts organization, this role focuses exclusively on our Top 25 Key Accounts by leading bespoke 1:1 and 1:few ABx initiatives.

Our North Star is clear: Drive New Business, Land & Expand, and Elevate Strategic Partner & Executive Engagement. Moving past high-volume, templatized campaigns, we operate with agility and purpose to turn account intelligence into revenue. 

The Tilt: Why This Role is Different

We are seeking a highly proactive Strategic Architect who cares personally about the team's success while thoughtfully challenging the status quo. Instead of waiting for a playbook, expect to write it.

• Driving Signal-Based Strategy: By strategically leveraging intent data and buying stage signals, this role surrounds greenfield accounts and reactivates stalled opportunities. Agility is critical—navigating 1:1 and 1:few activations based on real-time intent ensures our outreach remains timely and relevant.
• Leading with Initiative: We value "force multipliers." Through continuous testing, learning, and scaling, successful candidates proactively analyze program performance to showcase ROI. This requires confidently guiding stakeholders toward high-ROI activities to thoughtfully protect bandwidth for needle-moving initiatives.
• Earning Trust: Serving as a true revenue partner involves building deep, trusting relationships with Field Marketing, Strategic Sales, and focus partners (AWS, GSIs) to seamlessly orchestrate high-value engagements.

Your Impact

• The Architect: Designing and executing bespoke 1:1 ABx playbooks that lead with business value to land net new logos and accelerate cross-sell/upsell opportunities within our Top 25 accounts.
• The Orchestrator: Masterfully integrate high-touch executive events, digital touchpoints, and strategic partner co-marketing into a cohesive journey for complex, multi-stakeholder buying groups.
• The Operator: Defining pre/during/post processes at scale to establish the blueprint for Key Account Growth, all while identifying persona gaps to fill top of the funnel for both Okta and Auth0.
• The Analyst: Monitor the numbers in partnership with the GrowthX team utilizing the revenue martech stack to provide the insights needed to prioritize 1:1 vs 1:few activations, showcase ROI, increase conversion rates, and boost pipe generation within our top tier accounts.

What You Bring to the Table

• Strategic Tenure: 8+ years in ABM, Enterprise Marketing, or Growth roles, bringing a deep understanding of the long game in B2B SaaS.
• Technical Depth: Power user of the modern revenue stack: 6sense, Clay, Salesforce, Marketo, GA4, and Tableau. ITSMA or Demandbase certifications are a plus.
• Influential Leadership: Demonstrated ability to align senior stakeholders and lead cross-functional teams without a formal reporting line.
• Growth Mindset: Thriving in a collaborative environment, excited to solve hard problems together and turn data into in-market programs that deliver measurable outcomes.

The Okta Experience

• Total Rewards: Competitive base + equity + comprehensive health and wellness benefits.
• Connection: Join a global community of over 7,000 employees united by a mission to drive social impact and foster innovation.

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