Senior Manager, US Commercial Deal Strategy

United States

Get to know Okta

Okta is The World’s Identity Company. We free everyone to safely use any technology—anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart of business security and growth. 

At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box - we’re looking for lifelong learners and people who can make us better with their unique experiences. 

Join our team! We’re building a world where Identity belongs to you.

The Deal Strategy Team

Okta seeks a world-class deal strategy leader to partner with the US Go-To-Market teams to grow the business and close the best deals possible. This Deal Strategy Lead will set the strategy and direction with US Commercial GTM leadership to help Okta scale to $4B+ through driving innovative approaches and operational excellence to help the field win.

The Senior Manager, US Commercial Deal Strategy Opportunity

This role requires strong cross-functional executive collaboration and influence along with the ability to deal with ambiguity, come up with creative solutions, and drive urgency with quarterly business cadence while transforming for scale. The person in this role will work across US Commercial GTM leadership and cross-functional support teams such as Legal and Finance to determine the best deal structures as we ramp up the business. In addition, this leader will work with the broader teams including P&P, Business Value, and Compete along with IT to support the successful rollout of new offers and programs to market.

As Okta rapidly launches innovations and expands into new markets, this role is critical to our success. A successful leader in this role will have a combination of skills across deal strategy & management, customer negotiations, business value positioning, deal analytics, program management, communication, influencing, and collaboration.

What you’ll be doing 

  • Develop strategies for managing deals to facilitate Okta's expansion to over $4 billion in revenue.
  • Collaborate closely with GTM leaders to devise deal proposals, incorporating new purchasing programs, business models, and monetization approaches.
  • Collect feedback from GTM teams to enhance the quality and speed of deals.
  • Offer well-founded recommendations on deal structuring and optimization to GTM leaders and the executive team.
  • Oversee commercial terms and non-standard approvals.
  • Establish and assess Key Performance Indicators to monitor the effectiveness of deal strategies.
  • Assist in customer-facing discussions as needed to support sales in securing business.
  • Provide subject matter expertise for deal enablement and develop training content for the sales team to effectively present commercial terms and conditions to customers.
  • Offer targeted support within deals to help the sales team capitalize on strategic opportunities.
  • Mentor and empower team members to facilitate scalability and optimization while prioritizing initiatives to maximize impact

What you’ll bring to the role

  • Over 6 years of dedicated experience in sales support, with a focus on deal strategy for 3 years, ideally within the realm of SaaS or enterprise software.
  • More than 3 years of hands-on experience in directly managing teams.
  • Proficient in Cloud Marketplace operations, encompassing implementation, offer execution, and strategic planning.
  • Proven ability to swiftly grasp new product and business model concepts, consistently applying critical and structured thinking to unfamiliar territories.
  • Action-oriented approach to problem-solving, adept at achieving results within tight deadlines.
  • Demonstrated leadership prowess in steering complex, cross-functional initiatives to successful execution.
  • Outstanding communication and collaboration aptitude across all organizational levels.

And extra credit if you have experience in any of the following! 

  • Holds a Bachelor's degree in Computer Science, Engineering, Finance, Marketing, Business, or equivalent; MBA qualification preferred.
  Okta’s Top 5 Core Leadership Competencies are part of the deeply ingrained principles that guide all of our company’s actions. They also align strongly to our cultural cornerstones, our Okta values: love our customers, empower our people, never stop innovating, act with integrity, and maintain transparency. It’s our expectation that our managers and leaders embody these core competencies:
  • Builds Effective Teams: Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.          
  • Demonstrates Self-Awareness (EQ): Using a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses.
  • Develops Talent: Developing people to meet both their career goals and the organization’s goals.
  • Drives Results: Consistently achieving results, even under tough circumstances.
  • Strategic Mindset: Seeing ahead to future possibilities and translating them into breakthrough strategies.


Below is the annual base salary range for candidates located in California, Colorado, 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:   

The annual base salary range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, New York, and Washington is between:$146,000$220,000 USD

What you can look forward to as an Full-Time Okta employee!

Okta cultivates a dynamic work environment, providing the best tools, technology and benefits to empower our employees to work productively in a setting that best and uniquely suits their needs. Each organization is unique in the degree of flexibility and mobility in which they work so that all employees are enabled to be their most creative and successful versions of themselves, regardless of where they live. Find your place at Okta today!

Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws. If reasonable accommodation is needed to participate in the job application or interview process, please use this Form to request an accommodation.

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