Manager, Commercial Renewals

Bellevue, Washington; San Francisco, California

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Position Description: The Manager, Commercial Renewals is a strategic position within Okta’s Renewals Team, responsible for driving Renewal Rate results, driving Renewal performance and successfully implementing our Renewal strategy. You will develop and lead a team of quota-carrying Renewals Managers responsible for retaining Okta’s Commercial customers. It will be your responsibility to help the team achieve their individual goals and to drive us to our team goals for Renewal rate, growth, and term length. You will act as a coach and mentor to the Commercial Renewals Managers, assisting with complex Renewals and critical situations. You will also drive effective collaboration and communication with cross-functional teams to drive a seamless customer experience. 

The ideal Leader for this position will have the ability to collaboratively implement our sales strategies, execute on key growth initiatives, and increase the productivity of the sales team. Key areas of focus will include: sales skill development, adherence to activity standards, providing inspiration, rapid conflict resolution, building a highly empowered, constructive sales culture and strengthening relationships with cross-functional teams. This role requires strong judgment, the ability to think strategically, and the maturity to make sound, sustainable decisions that balance customer needs with business priorities.

While prior leadership experience is preferred, it is not required. We value candidates who have demonstrated leadership capabilities in previous roles or in other professional contexts, whether through guiding teams, mentoring peers, or showing the ability to inspire, coach, and drive performance.

Job Duties and Responsibilities:

  • Lead a team of Commercial Renewal Managers in achieving individual and team targets for Renewal rate, growth, and term length
  • Collaborate with the rest of the Renewals Leadership Team to develop and execute Renewals strategy and Customer Success Programs
  • Support direct reports by participating and leading in customer meetings or engaging other resources as required
  • Lead and/or assist with pricing strategy, executive engagement, and negotiations for key Commercial Renewals
  • Convey the value proposition for Okta product subscriptions, technical support, and other services
  • Ongoing mentoring and development of the sales team which includes recruiting, hiring and mentoring new reps
  • Coordinate and lead weekly and monthly one-on-ones and team-wide pipeline reviews, meetings and training sessions to ensure ongoing improvement
  • Drive maintenance of accurate and timely customer data and Renewal information in Okta systems
  • Ensure accurate forecasting, timeline adherence and risk management of Renewals
  • Work closely with extended team of pre-sales, services, training, legal, and Renewals business partners
  • Work on assigned projects and take initiative to improve the way our team operates
  • Take initiative on projects that improve how the team operates and contributes to overall company goals

Minimum REQUIRED Knowledge, Skills, and Abilities:

  • 3+ years of experience in leading a high-performing Renewals team to achieve their targets within a SaaS environment
  • 5-7 years of experience in Renewals, Customer Success, Sales, Account Management or equivalent customer facing role
  • Comfort negotiating complex, $250K+ license agreements
  • Ability to tactfully close deals with a high degree of integrity and independence
  • Expertise at implementing and improving a high impact Renewal sales process
  • Experience hiring, developing, and managing high performing individual contributors
  • Highly organized with strong attention to detail
  • Strong oral, written and presentation skills
  • Ability to organize, prioritize, complete activities and meet deadlines on a daily basis
  • Requires ability to withstand frequent and intense pressure as a result of demanding workload and must be able to maintain a positive and professional manner throughout
  • Experience recording information in Salesforce or similar CRM system preferred (not required)
  • Live within a 50 mile radius to our office in San Francisco, CA or Bellevue, WA

#LI-Remote

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The OTE range for this position for candidates located in the San Francisco Bay area is between:$162,000—$242,000 USD

Below is the annual On Target Compensation (OTE) range for candidates located in California, Colorado, Illinois, New York and Washington. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) 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 OTE range for this position for candidates located in California, Colorado, Illinois, New York, and Washington is between:$144,000—$216,000 USD

What you can look forward to as a 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! 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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Okta
The foundation for secure connections between people and technology

Okta is the leading independent provider of identity for the enterprise. The Okta Identity Cloud enables organizations to securely connect the right people to the right technologies at the right time. With over 7,000 pre-built integrations to applications and infrastructure providers, Okta customers can easily and securely use the best technologies for their business. More than 19,300 organizations, including JetBlue, Nordstrom, Slack, T-Mobile, Takeda, Teach for America, and Twilio, trust Okta to help protect the identities of their workforces and customers.

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