Manager, Deal Strategy

The Deal Strategy & Operations Team

Okta’s Deal Strategy & Operations team is responsible for driving complex commercial contracts to closure by providing Sales teams with business process & policy insights as well as strategic and operational support. 

The team sits within the broader Business Operations organization, which drives strategy through execution for Okta’s durable growth. As a member of Business Operations, you will have the opportunity to learn about and contribute to Okta's business from all angles, from our product teams rolling out new offerings to the standardization of policies and systems to scale operations.

The Manager, Deal Strategy Opportunity

In this role, your primary function will be to strategically and effectively model and structure non-standard proposals and contracts that mutually benefit Okta and its Customers. You will be well-positioned as the “pulse” of the business and strategic adviser to the Sales organization. If you have a successful track record of thriving in ambiguity within a rapidly growing environment and solving complex problems, this is the role for you. 

What you’ll be doing 

• Serve as an expert on deal structuring, pricing, commercial terms, processes, and policies
• Ensure all non-standard commercial terms are reviewed, approved, and properly documented in accordance with Revenue Operations requirements
• Strategize with Sales and internal stakeholders including Accounting, Revenue Operations, Legal, Compliance, and Product to structure and position complex deals
• Provide Revenue Operations and Accounting teams with context and clarification on complex deal structures and metric treatment as it relates to booking, invoicing, internal reporting, etc.
• Collaborate with and provide guidance and deal insights to cross-functional teams to drive change and proactively design solutions to solve complex problems
• Build scalable and efficient processes to operationalize excellence to ensure timely and accurate closure of deals
• Identify deal trends and develop and implement best practices with a data driven mentality
• Partner with sales leadership to identify areas of opportunity and provide detailed insights into the business

What you’ll bring to the role

• Minimum 5 years of Sales support experience in the technology industry with at least 3 years experience in a Deal Desk role
• A willingness to enforce deal governance and compliance policies with a thorough understanding of the SaaS revenue model and reporting 
• Demonstrated project management experience or participation in process improvement efforts
• Excellent communication skills, written & verbal, with the ability to explain complex concepts clearly and effectively across all levels of the organization
• Proven performance negotiating and closing large enterprise SaaS agreements 
• Aptitude in prioritizing, maintaining attention to detail, and producing timely and quality work under high pressure and tight deadlines with the capacity to lead and engage in multiple initiatives at the same time
• Strong research, analytical, and problem-solving competencies with a growth mindset
• Proficiency in Salesforce and Google Workspace required with intermediate knowledge of Excel and Tableau preferred

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