Manager, Field Process & Systems

The Field Process and Systems Team

At Okta, the Field Process & Systems team serves as the strategic connective tissue between our Go-To-Market (GTM) strategy and the technology and processes that power it. We manage the end-to-end design of GTM workflows, optimize our global tech stack, and deploy scalable operational capabilities across our field organization. Our mission is to eliminate operational friction and accelerate growth by delivering data-backed, scalable process and system solutions. As a member of this team, you will work alongside experts in revenue operations, enterprise systems, and GTM strategy to ensure our tools and workflows allow our field organization to execute with speed and precision.

The Opportunity

We are looking for a Manager, Field Process & Systems to serve as an operational problem-solver for our field organization. In this role, you will hold a deep, end-to-end understanding of our GTM technology stack while actively driving initiatives that optimize field performance and eliminate daily friction.

You will combine a "process-first" mindset with strong analytical rigor—using data to identify and quantify operational friction points (such as lead routing breakdowns, deal velocity bottlenecks, and handoffs). Crucially, your analytical findings will directly inform our team’s project prioritization—ensuring we tackle the highest-impact operational gaps aligned with overarching company strategy. Additionally, you will own our team's operational drumbeat: managing project intake and leading our monthly cross-functional stakeholder updates.

What You’ll Be Doing

GTM Tech Stack Mastery

• End-to-End Tech Fluency: Maintain a deep, hands-on understanding of our core GTM technology ecosystem (e.g., Salesforce, Clari, ZoomInfo, LinkedIn Sales Navigator, Gong, Outreach, etc.) to ensure tools are configured, optimized, and utilized effectively.
• Systems & Workflow Architecture: Design scalable, friction-free system solutions and process enhancements that allow sales and revenue teams to execute efficiently.
• Tool Adoption & Best Practices: Ensure high utilization and proper execution across our tech stack by establishing clear process documentation, user guidelines, and operational standards for field teams.

Data-Driven Friction Hunting & Strategic Alignment

• Identify & Quantify Inefficiencies: Leverage system telemetry, CRM data, and operational metrics to uncover field bottlenecks (e.g., lead routing delays, stage-gating friction, and handoff misalignments) and calculate their real business impact.
• Shape Strategy & Prioritization: Use data-backed findings to directly inform what our team prioritizes—balancing quantified operational needs against overarching company strategy to build a high-impact roadmap.
• Propose & Lead System Solutions: Translate operational gaps into concrete, end-to-end system and process proposals, leading execution from concept to close to eliminate friction.

Governance, Intake & Backlog Prioritization

• Manage Project Intake: Take ownership of the Field Process & Systems project intake framework, evaluating incoming requests, system enhancements, and process change proposals from field leadership and business partners.
• Impact-Driven Prioritization: Rigorously evaluate and rank incoming work based on quantified friction, estimated ROI, and strategic business goals to maintain a clear, transparent project backlog.

Stakeholder Management & Operational Cadence

• Lead Monthly Stakeholder Syncs: Own the operational drumbeat for our key initiatives—preparing agendas and decks, leading monthly cross-functional update calls with key stakeholders, and delivering recaps and action items.
• Cross-Functional Visibility: Keep field leadership and key business partners consistently informed on active projects, backlog status, and measurable outcomes from deployed initiatives.

What You’ll Bring to the Role

• 5+ Years of Experience: Background in Revenue Operations, Sales Operations, GTM Process Strategy, or Systems Optimization within a fast-paced SaaS environment.
• GTM Tech Stack Expertise: Deep, hands-on fluency with Salesforce and standard GTM technologies (e.g., Clari, ZoomInfo, Gong, LeanData/routing engines).
• Data-Driven & Analytical Acumen: Proven ability to query, analyze, and translate complex operational data into quantified business cases that directly drive roadmap prioritization.
• Structured Intake & Prioritization: Demonstrated success managing project intake frameworks, grooming backlogs, and balancing competing requests against strategic business priorities.
• Cadence & Presentation Mastery: Strong executive presence and communication skills, with proven experience designing polished slide decks and leading cross-functional stakeholder meetings.
• Process-First Mindset: Ability to look beyond quick fixes to build scalable, long-term workflows that reduce friction for field reps while preserving data integrity.

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