ISV Ecosystem Growth Manager

The ISV Ecosystem team sits within the Okta Products and Technology organization and is focused on expanding our breadth and depth of SaaS integrations across both Okta Workforce and Auth0 product areas, a C-level priority for the company. Our team ensures SaaS ISVs (independent software vendors) have the knowledge, tools, and incentives to build integrations that extend our core product functionality. We are driving the formation and adoption of new identity standards focused on building an interconnected and secure AI ecosystem. Okta’s ecosystem is a core differentiator, and developing a scalable approach to ecosystem development will be a critical driver of our next stage of growth.

As the ISV Ecosystem Growth Manager, you will build and scale the programmatic engine that attracts, converts, and activates ISVs into the Okta Integration Network (OIN). Rather than traditional product-selling or consumer acquisition, this role focuses on designing growth loops targeting multiple personas (Product, Developers, Partnerships) and articulating the business value of supporting open identity standards. You will work in close partnership with leaders across Product, Product Marketing, Marketing Operations, IT, Developer Relations, and Digital teams to scale our ISV ecosystem.

• Programmatic Partner Acquisition (Top-of-Funnel): Design and execute multi-channel growth programs targeting product, engineering and partnerships leaders to drive adoption of identity standards and pipeline into the Okta Integration Network (OIN).
• Lifecycle Nurture & Conversion Optimization (Middle-of-Funnel): Build automated lifecycle sequences and run continuous experimentation across the ISV journey to eliminate friction, improve completion rates, and prove ROI.
• Activation & Partner Enablement (Bottom-of-Funnel): Work alongside PMM and Partnerships teams to build automated "go-to-market in a box" toolkits to help newly integrated ISVs announce their integration and accelerate adoption.
• Funnel Analytics & Vertical Insights: Establish, track, and optimize Okta’s SaaS ISV acquisition funnel and ecosystem growth KPIs (e.g., pipeline velocity, conversion rates, and time-to-publish).
• Systems and Operational Scale: Collaborate with IT, Marketing Ops, and Digital teams to design and build scalable ISV marketing systems, using AI and marketing automation to streamline workflows and drive program growth.
• Lead & Contact Enrichment: Develop and execute strategies to identify, source, and enrich target contacts at ISV organizations, leveraging data tools to build high-quality prospect lists for outreach and engagement.

Leading Practices: Bring sophisticated methodologies, frameworks, and best practices to design, establish and evolve our marketing motions within our ecosystem.

• 4+ years of experience in growth marketing, partner marketing, developer marketing, business operations, or product marketing within an enterprise B2B SaaS or platform company.
• Funnel & Analytics Mindset: Proven track record of building, tracking, and optimizing growth campaigns or conversion funnels using data-driven methodologies.
• Technical & Business Fluency: Ability to translate technical software concepts into compelling business arguments for audiences ranging from software engineers to executive decision-makers.
• SaaS & Platform Understanding: Deep grasp of SaaS business models, platform dynamics, and the software development lifecycle.
• Cross-Functional Execution: Excellent collaboration and communication skills, with a track record of driving alignment across Product, Developer Success, Corporate Development, and Marketing teams.
• Adaptability & Drive: High autonomy, self-starter mentality, and comfort operating in fast-paced, evolving environments with shifting priorities.
• Marketing Automation: Proficiency in marketing automation platforms (e.g., Marketo, HubSpot, Pardot, etc.) and their integration with CRMs like Salesforce.

• Growth Experimentation: Proven experience designing and running A/B tests or multi-variate experiments to optimize funnel conversion and engagement.
• Data-Driven Decision Making: Experience using analytics and visualization tools (e.g., Tableau, Looker) to extract actionable insights from raw data and influence strategy.
• AI-Powered Marketing: Hands-on experience leveraging AI tools to automate content personalization, streamline workflows, or enhance predictive modeling in a marketing context.
• Ecosystem/Platform Marketing: Familiarity with developer-facing ecosystems, app marketplaces, or partnership-driven growth models.
• Lead Enrichment Expertise: Experience using enrichment platforms (e.g., Clearbit, ZoomInfo, Clay) to identify and qualify key decision-makers within target accounts.

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