The opportunity
Secure Every Identity, from AI to Human Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era.
What you'll do
Lead Okta’s global deal strategy vision, operating model, and engagement: framework across regions, segments, and routes to market.
Serve as a trusted advisor to Sales leadership on strategic, competitive, and non-standard deals.
Act as a senior escalation point on high-value, high-risk, and: business-critical transactions, balancing growth, customer outcomes, profitability, and risk.
Establish and evolve global guardrails for pricing, discounting, approvals,: exception handling, and non-standard commercial structures, in alignment with our Pricing & Packaging team.
Partner with Finance, Legal, Revenue, Product, and Operations to ensure deal: structures are commercially sound, operationally executable, and aligned to company policy.
Drive consistency and rigor in commercial decision-making while preserving flexibility for strategic deals.
What they're looking for
- Lead cross-functional alignment on deal execution, including clear decision: rights, escalation paths, and rules of engagement.
- Build metrics, dashboards, and inspection mechanisms that improve visibility: into cycle time, exception trends, commercial quality, and risk.
- Translate field feedback, market dynamics, and deal trends into actionable: recommendations on policy, pricing, packaging, and process improvements.
- Build, lead, and develop a high-performing global team with strong commercial: judgment and executive credibility.
