Deal Strategy (Deal Desk) Manager

Okta is the foundation for secure connections between people and technology. By harnessing the power of the cloud, Okta allows people to access applications on any device at any time, while still enforcing strong security protections. It integrates directly with an organization’s existing directories and identity systems, as well as 4,000+ applications. Because Okta runs on an integrated platform, organizations can implement the service quickly at large scale and low total cost. Thousands of customers, including Adobe, Allergan, Chiquita, LinkedIn, and Western Union, trust Okta to help their organizations work faster, boost revenue, and stay secure.

Position Description: 

Okta’s GTM Strategy & Operations organization supports strategic initiatives across Okta. As a member of this team, you will have the opportunity to learn about and contribute to Okta's business from many angles as we develop operations in Japan. This is a unique opportunity to wear many hats and help  develop the deal desk and sales operations function. This role is best suited for an experienced Operations professional who loves data, is knowledgeable about SaaS subscription models, experienced in structuring and negotiating contracts, and is interested in deeply understanding business problems and collaborating with others to make doing business with and within Okta as seamless as possible.        

In the Deal Desk capacity, you will: 

  • Play a central role in structuring deals, driving decisions and approvals, and executing contracts with a focus on managing escalations, minimizing cycles, and optimizing annual recurring revenue
  • Ensure all non-standard commercial terms are reviewed, approved, and properly documented in Salesforce and order forms
  • Work closely with SF HQ teams including Deal Desk, Revenue, Order Management, and Legal to resolve deal-related issues
  • Partner with the Enablement team to ensure the field is informed on new products, best practices, policies, etc
  • Build reports to provide regional leadership visibility into their region’s deal and team performance and trends

In the Sales Operations capacity, you will:                                                                                                                          

  • Take the lead on driving operational improvements in Japan
  • Be the Local GTM operations expert in interpreting key sales processes & policies, and may need to localize some content into Japanese
  • Conduct business analysis and provide insights to support Japan business growth
  • Support Japan sales team in weekly sales cadence calls/meetings, quarterly business reviews, & annual business planning & territory assignments


  • Act as a Sales-facing subject matter expert on deal structuring, processes, and policies for the Japan team
  • Partner with regional leadership to prioritize and organize projects and deals for month-, quarter-, and year-end
  • Manage ad hoc operations and systems focused projects
  • Proactively share regional data, patterns, or learnings with internal team and leadership
  • Work closely with HQ teams based in San Francisco and Sydney

Knowledge, Skills, and Abilities:

  • Bachelor’s degree in Finance or Business preferred
  • Direct experience in structuring deals for Fortune 500 and Global 2000 companies
  • Experience working cross-functionally with Sales, Finance, Legal in executing contracts
  • Experience working with Enterprise customers and contracts
  • Strong working knowledge of SaaS subscription models, pricing, and revenue recognition
  • Intermediate to advanced knowledge of Excel (e.g. Pivot Tables, vlookups, ability to create ad-hoc models and analysis, etc.)
  • Data-driven and numerically strong; strong research, analytical, and problem-solving abilities; able to get creative and figure things out
  • Experience in Salesforce and quoting applications is required; additional sales productivity tools preferred
  • Strong experience with, CPQ and other sales related systems including data enrichment tools
  • Possess a “do whatever it takes” attitude to affect change within the organization; comfortable sharing new ideas, building new things, and challenging the status quo
  • Able to balance being detail-oriented with seeing the big picture
  • Able to work extended schedules during the month and quarter end cycles
  • Highly responsive, thrive in a fast-pace environment


Okta is an equal opportunity Employer.




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