Overview

Okta is hiring for a Senior Director of Partner Programs, Strategy, and Operations. This is a critical, high-impact role responsible for building the long-term vision and operational engine that will scale our global partner ecosystem.

You will be the strategic thought partner to the Partner Sales leadership team, translating our partner growth ambitions into a clear, actionable strategy and ensuring we have the systems, processes, and incentives in place to execute it flawlessly. This role requires a unique blend of strategic foresight and hands-on operational expertise.

Key Responsibilities

• Strategy & Planning: Develop the global partner strategy, lead the development of short- and long-term partner sales strategy, define ideal partner types and market coverage models to drive pipeline and revenue; own the end-to-end planning process for the Partner GTM organization including territory and quota design, headcount planning, and market segmentation; provide data-driven insights to partner leadership to inform strategic decisions.
• Operations & Systems: Oversee the operational cadence of the partner business, including forecasting, pipeline reviews, and QBRs with emphasis on data integrity and consistency; partner with systems teams to design, implement, and optimize tools and platforms that support our partners and the partner sales team (CRM, partner portal, and other key applications); identify and eliminate operational bottlenecks to improve efficiency and reduce friction for internal teams and external partners.
• Program & Incentives: Own the design and evolution of the global partner program, ensuring it is competitive, scalable, and aligned with company goals; design and manage partner incentive programs and compensation plans to drive desired behaviors and maximize partner contributions.
• Partner Experience: Own the full partner lifecycle from onboarding and enablement to certification and off-boarding; collaborate cross-functionally to ensure a smooth experience across touchpoints; establish a Voice-of-the-Partner feedback mechanism and use insights to drive improvements in the program and systems roadmap.

Qualifications

• 10+ years of experience in Sales, Partner, or Go-to-Market Operations within a SaaS company.
• Proven track record of building and executing partner strategies that have driven significant revenue growth.
• Deep expertise in sales systems and technology (e.g., Salesforce, CPQ, Partner Relationship Management, Impartner preferred).
• Exceptional communication and influencing skills, with the ability to partner effectively with senior leadership and cross-functional teams.
• Strong analytical and problem-solving abilities, with a passion for using data to inform decisions.
• A strategic mindset with the ability to balance long-term vision and near-term operational execution.
• Leadership experience in managing teams, with a focus on developing people and driving results; experience in second-line leadership roles.
• Willingness to work in our San Francisco office at least three days per week and travel to other locations as needed.

Compensation and Benefits

The annual base salary range varies by location:

• San Francisco Bay Area: $246,000—$370,000 USD
• California (excluding SF Bay Area), Colorado, New York, and Washington: $220,000—$330,000 USD

In addition, Okta offers equity (where applicable), bonus, and benefits including health, dental and vision insurance, 401(k), flexible spending account, and paid leave in accordance with applicable plans and policies. For more on Total Rewards, visit: https://rewards.okta.com/us.

What you can look forward to as a Full-Time Okta employee

• Amazing Benefits
• Making Social Impact
• Developing Talent and Fostering Connection + Community at Okta

About Okta

Okta cultivates a dynamic work environment, providing tools and benefits to empower employees to work productively in a setting that best suits their needs. We encourage flexibility and mobility to enable employees to be their most creative and successful versions of themselves. Find your place at Okta today!

Some roles may require travel to one of our office locations for in-person onboarding.

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. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws.

If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation.

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