Senior Manager, Demand Center Insights

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The Opportunity

The Global Demand Center is evolving into a more connected, signal-led demand organization—one that uses market, account, buyer, journey, and funnel evidence to decide where to focus, what to activate, and how to improve revenue outcomes.

The Senior Manager, Demand Center Insights will serve as a strategic insights lead for the Global Demand Center. This role will connect campaign performance, audience engagement, journey progression, digital activation, customer adoption, Sales/xDR feedback, market developments, and funnel outcomes to identify what is changing, explain why it matters, and recommend how the organization should respond.

The ideal candidate combines demand generation expertise, revenue-funnel understanding, analytical rigor, executive communication, and strategic judgment. They are comfortable working with imperfect data, connecting quantitative and qualitative evidence, and turning complex inputs into a clear business point of view that helps teams make better decisions.

What You’ll Do

Build the Demand Center insights function

Establish the insight operating model for the Global Demand Center, including how performance, funnel, market, account, audience, and journey evidence is collected, interpreted, shared, and translated into action.

Define the recurring business questions the Demand Center should answer, including where demand is accelerating, where engagement is stalling, where funnel leakage is occurring, where audiences are over- or underperforming, and which motions warrant additional investment or intervention.

Create repeatable approaches for moving from observations and data to diagnosis, recommendation, action, and measurable learning.

Diagnose performance and funnel behavior

Analyze performance across campaigns, programs, audiences, journeys, channels, regions, segments, platforms, and stages of the revenue funnel.

Identify root causes behind changes in engagement, qualification, opportunity creation, pipeline progression, conversion, and revenue contribution.

Surface funnel leakage, stalled progression, audience fatigue, underperforming journeys, content gaps, activation gaps, and other areas requiring intervention.

Partner with Analytics, Revenue Operations, Marketing Operations, and functional leaders to validate findings and align on shared definitions, assumptions, and measurement approaches.

Translate cross-functional evidence into business insight

Synthesize evidence from campaign performance, audience engagement, journey progression, digital activation, customer adoption, Sales/xDR feedback, market developments, account intelligence, and funnel outcomes into actionable business insight.

Evaluate whether observed patterns represent durable market shifts, temporary anomalies, emerging demand opportunities, execution gaps, or areas requiring further investigation.

Connect audience and account findings to broader Demand Center performance, prioritization, and investment decisions.

Help distinguish structural fit, dynamic readiness, campaign engagement, and funnel progression so leaders can make better decisions about where to focus and what actions to take.

Influence strategy, planning, and prioritization

Provide recommendations to Campaign Strategy, Growth Lab, Journey Architecture & Operations, Customer Growth & Adoption, Digital Activation, and regional stakeholders based on cross-functional evidence.

Recommend where to increase, reduce, stop, or redirect investment based on business impact, performance trends, funnel behavior, and market movement.

Help teams establish measurable hypotheses before launching major campaigns, programs, journeys, audience strategies, and experiments.

Participate in planning and prioritization processes to ensure GDC decisions reflect the full picture across signals, campaign engagement, journey progression, digital activation, customer behavior, Sales/xDR feedback, and revenue outcomes.

Lead performance learning across the Demand Center

Establish a structured learning agenda across campaigns, journeys, audiences, programs, and activation motions.

Define how major initiatives should be evaluated beyond top-line activity metrics, including what worked, what did not, why, and how those learnings should change future decisions.

Identify insights that should inform targeting, messaging, journeys, activation, investment, or operating processes.

Ensure insights are not only reported, but converted into action, tracked through implementation, and evaluated for outcome.

Create executive-ready narratives and recommendations

Develop concise, executive-ready insight narratives for Demand Generation and Marketing leadership.

Present complex findings clearly, including implications, confidence levels, tradeoffs, and recommended actions.

Challenge assumptions constructively and provide an independent, evidence-based point of view.

Facilitate discussions that move teams from conflicting observations or incomplete data toward aligned decisions and next steps.

Improve measurement maturity

Identify gaps in data, taxonomy, instrumentation, attribution, reporting, and definitions that limit the Demand Center’s ability to make reliable decisions.

Translate strategic insight needs into requirements for Analytics, Marketing Operations, Revenue Operations, and technology partners.

Establish standards for evidence quality, data confidence, and appropriate interpretation.

Help prevent overreliance on isolated metrics by connecting early engagement indicators to downstream funnel and revenue outcomes.

What You’ll Bring

Required Qualifications

8+ years of experience in B2B demand generation, marketing analytics, revenue analytics, growth strategy, marketing operations, business strategy, or a related discipline.

Demonstrated experience turning complex quantitative and qualitative data into business insights, strategic recommendations, and measurable action.

Strong understanding of the B2B revenue funnel, including audience engagement, qualification, opportunity creation, pipeline progression, conversion, and revenue contribution.

Experience analyzing performance across campaigns, audiences, journeys, programs, channels, regions, or segments.

Proven ability to diagnose root causes behind performance changes and distinguish symptoms from underlying business drivers.

Experience working with imperfect, fragmented, or incomplete data and developing a clear business point of view despite ambiguity.

Strong executive communication and storytelling skills, including the ability to explain what changed, why it matters, and what action should be taken.

Experience influencing senior stakeholders and cross-functional teams without direct authority.

Experience partnering with Analytics, Revenue Operations, Marketing Operations, Sales, xDR, and demand-generation teams.

Strong understanding of experimentation, measurement frameworks, funnel diagnostics, performance optimization, and business-case development.

Ability to balance analytical rigor with practical decision-making and speed.

Preferred Qualifications

Experience in enterprise B2B SaaS, cybersecurity, identity, developer platforms, or another complex technology category.

Experience supporting account-based, product-led, customer expansion, and signal-led demand models.

Experience combining structured performance data with qualitative evidence such as Sales feedback, customer research, market developments, account intelligence, campaign learnings, or call/conversation insights.

Familiarity with buying-group analysis, audience scoring, attribution, funnel diagnostics, and signal-based prioritization.

Experience with tools such as Salesforce, Marketo, 6sense, Common Room, Clay, Qualified, Tableau, Looker, Gong, or comparable GTM and analytics platforms.

Experience supporting a global organization across regions, segments, product lines, and buyer groups.

#P25481_3496510 Below is the annual base salary range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. Your actual base salary will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable), bonus, and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit: https://rewards.okta.com/us .   

The annual base salary range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between: $160,000 — $220,000 USD

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