Manager, Deal Process Automation

San Francisco, CA; Bellevue, WA

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Manager, Deal Process Automation

At Okta, our strategy for structuring deals and engaging with customers commercially is critical to our growth and scale. For that strategy to succeed, we need a deep, practical understanding of our current deal lifecycle and commercial operations. We are looking for a Manager of Buying Programs Strategy & Operations to be a critical driver of this evolution.

You will be a central figure within our Buying Programs team—spanning Deal Strategy, Deal Operations, Large Deal Pursuit, and Subscription Compliance—and will be embedded with key partners in Sales, Sales Operations, and Finance. Your mission is to map our current state, identify friction points in the deal lifecycle, and pinpoint the highest-impact opportunities for process improvement, simplification, and scalability with key focus on pioneering the use of AI-based automation to redefine what’s possible in our commercial operations. This role is perfect for a process-obsessed operator who loves to connect the dots between complex business problems and scalable, technology-driven solutions.

What you’ll be doing

Strategic Process Design & Analysis: Conduct deep-dive discovery to document bottlenecks and points of failure in our current deal lifecycle. You will analyze large datasets from multiple sources to identify the highest impact opportunities and create a definitive library of our "as-is" workflows, including Quote-to-Cash, deal approvals, and Large Deal Pursuit motions
AI Implementation & Strategy: Identify, evaluate, and champion opportunities to implement AI-based automation throughout the Quote-to-Cash process. You will own the strategy for integrating AI into our commercial toolkit, from intelligent deal structuring and approval routing to automated contract analysis and compliance checks.
Transformation Roadmap Management: Contribute to the overall Quote-to-Cash strategy and manage a roadmap of projects focused on streamlining the end-to-end workstream. You will ensure we have the right prioritizations at the right time to make it simpler for our sales teams to close deals.
End-to-End Solution Design: Design operational performance improvement and scaling solutions, weaving together process redesign, operating model definition, automation, and/or AI levers. You will translate business needs and process gaps into clear requirements for new policies and system enhancements.
Cross-Functional Collaboration & Influence: Act as a trusted partner, collaborating cross-functionally with stakeholders in GTM, Legal, Finance, and Order Management to automate and scale our Quote-to-Order process. You will manage stakeholder expectations and ensure the smooth implementation of changes.
Project Lifecycle Execution: Partner with Business Technology teams to guide project execution from start to finish. You will manage project timelines, perform user acceptance testing (UAT), and report on progress.
Performance & KPI Definition: Define critical KPIs and performance management processes to ensure the successful execution of operational transformations and drive continuous improvement.

What you’ll bring to the role

5-7+ years of experience in an operations role such as Deal Desk, Deal Operations, Sales Operations, Business Process Improvement, or a related field within the technology sector.
Demonstrated expertise in business process mapping, analysis, and re-engineering. You are proficient with tools like Visio, Lucidchart, or similar process documentation software.
Proven experience managing complex, cross-functional projects from discovery through to implementation.
Strong analytical skills and a highly structured, detail-oriented approach to problem-solving.
Exceptional communication and interpersonal skills, with the ability to build trust and influence stakeholders at all levels.

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

Direct experience implementing or administering a major GTM system, particularly Salesforce CPQ, Apttus, or other quoting and contract management systems.
Experience with process improvement methodologies like Lean or Six Sigma.
Familiarity with deal desk best practices, complex commercial constructs, and subscription lifecycle management.
Experience working in a change management capacity, helping teams adopt new technologies and processes

Who You Are:

You are process-obsessed. You naturally think in flowcharts and are driven to find more efficient ways of working.
You are a detective. You have a curious mindset and love digging into complex systems to understand how they truly work.
You are a practical innovator. You balance a forward-looking view of technology with a realistic understanding of what it takes to implement change in a large organization.
You are a builder and a collaborator. You thrive on working with diverse teams to build solutions together and are skilled at bringing people along on the journey.

#LI-CM2
#LI-Hybrid

The annual base salary range for this position for candidates located in the San Francisco Bay area is between: $140,000—$210,000 USD

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: https://rewards.okta.com/us.

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:$125,000—$187,000 USD

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

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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! https://www.okta.com/company/careers/.

Some roles may require travel to one of our office locations for in-person onboarding.

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Can you walk me through an example of a SaaS deal process you’ve automated in the past—what challenges you identified, what tools or technologies you used, and how you measured the impact on efficiency and accuracy?

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