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 I