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Senior Director, Commercial Legal

The Senior Director, Commercial Legal will play a critical role in managing Okta’s quickly-growing commercial legal team, and partnering with our world-class go-to-market organization in structuring complex commercial transactions, including those via resellers and distributors, and drafting and negotiating a variety of commercial agreements, including those with enterprise customers in the financial services, healthcare, and public sector market segments.  This is a strategic leadership position with high executive visibility and excellent opportunities for career growth at one of the most dynamic publicly-traded technology companies.  The position will be based in Okta’s downtown San Francisco office and will report to the Associate General Counsel, Commercial. 


  • Direct Okta’s team of top-flight commercial attorneys and provide senior-level negotiating expertise and guidance with regards to SaaS master subscription agreements, professional services agreements, reseller and distributor agreements, managed service provider agreements, and other types of enterprise commercial agreements
  • Strengthen and help operationalize partnerships across the organization between the commercial legal team and sales, revenue recognition, deal desk, legal operations, IT, security, and other stakeholder teams  
  • Partner with sales leadership and other internal business constituents throughout the customer lifecycle to prioritize and drive key initiatives and negotiations
  • Collaborate with other legal functions (corporate legal, legal operations, privacy & product legal) to effectively facilitate the company’s growth and balance competing interests, while managing risk appropriately
  • Oversee the cross-functional development and establishment of internal Okta policies and processes to ensure efficient contract flows and consistency across agreements
  • Update and optimize Okta’s commercial agreement forms and ancillary documents, and the commercial legal team’s internal guidelines, as the company scales

Required Skills/Experience:

  • 12+ years of relevant experience managing technology transactions attorneys, negotiating and drafting enterprise-level SaaS subscription software license agreements, technology license/internet service agreements, professional services agreements, managed service partner agreements, and reseller, ISV, VAR and OEM agreements
  • 7+ years of in-house experience with a proven track record of efficiency and building strong and collaborative relationships with sales leadership and internal stakeholders to close deals
  • Significant experience working within a fiscal-quarter cadence and in negotiating transactions with global enterprises, including EMEA-based companies
  • Experience in executive-level reporting and a proven track record of effectively managing the escalation path of key legal and commercial issues
  • Substantive expertise in the software-as-a-service business model and enterprise cloud computing concepts in a high-growth, dynamic company environment
  • Deep experience in negotiating complex agreements with Global 2000 companies
  • Strong academic background and J.D. from highly-regarded school, bar admission
  • Ability to deftly and strategically negotiate complex enterprise SaaS agreements, and to creatively develop solutions in collaboration with direct reports and provide a business-minded approach to solving challenging problems
  • Excellent written/verbal communication
  • Highly-responsive and service-oriented attitude
  • Business-minded, solutions-oriented problem-solver with the experience to find a way through tough negotiations
  • Ability to organize, prioritize and manage deadlines in a fast-based and high-performance work environment
  • Ability to maintain strong working relationships with a variety of internal clients
  • Sound and practical business judgment
  • Ambitious go-getter willing to roll up their sleeves; team-oriented and with a sense of humor and humility


Okta is an Equal Opportunity Employer.


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