✦ Luna Orbit — Sales & Business Development

Senior Director, GTM Strategy, Planning & Analytics

at Okta

📍 San Francisco, California Hybrid Posted March 09, 2026
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Position Details

Type Not Specified
Experience lead
Exp. Years 12+ years
Education Not specified
Category Sales & Business Development

About this role

This leadership role involves developing and executing GTM strategies, overseeing sales analytics, and partnering with executive teams to drive revenue growth in a SaaS environment.

Key Responsibilities

  • Develop GTM plans
  • Lead analytics teams
  • Partner with C-suite
  • Manage pipeline and forecasts
  • Drive revenue growth

Technical Overview

The role requires expertise in sales operations, data analytics, forecasting tools, and strategic planning, with a focus on SaaS business models.

Ideal Candidate

The ideal candidate is a senior sales operations leader with over 12 years of experience in GTM strategy and analytics within SaaS companies. They excel at influencing executive decisions, managing complex sales pipelines, and driving revenue growth through data-driven insights.

Must-Have Skills

12+ years in Sales OperationsGTM StrategyExperience with data-driven analyticsLeadership in high-growth SaaS environmentsAbility to influence C-level executivesExpertise in GTM metrics (BookingsARRPipeline)

Nice-to-Have Skills

Experience with fiscal year planningKnowledge of SaaS business modelsExperience with sales forecasting toolsCross-functional collaborationOperational excellence in GTM processes

Tools & Platforms

SalesforceExcelBI toolsData analytics platforms

Required Skills

GTM StrategyPlanningAnalyticsSales OperationsQuota SettingTerritory DesignPipeline ManagementForecastingData-Driven InsightsExecutive Communication

Hard Skills

GTM StrategyPlanningAnalyticsSales OperationsQuota SettingTerritory DesignPipeline ManagementForecastingData-Driven InsightsExecutive CommunicationRevenue GrowthStrategic Planning

Soft Skills

InfluenceLeadershipStrategic ThinkingCommunicationMentoringCollaboration

Industry & Role

Industry SaaS
Job Function Lead GTM strategy, planning, and analytics to support revenue growth

Keywords for Your Resume

Senior DirectorGTM StrategyPlanningAnalyticsSales OperationsQuota SettingPipeline ManagementForecastingData-Driven InsightsExecutive CommunicationRevenue GrowthStrategic PlanningLeadershipSaaSSales MetricsC-Level InfluenceData AnalyticsC-Level

Deal Breakers

Less than 12 years experience in sales operations or GTM strategy, Lack of experience with SaaS metrics, No experience influencing C-level executives, Inability to manage complex analytics

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