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 & 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 - Public Sector 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 Public Sector 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

3 - 5 years of Sales support experience in the technology industry with 2 - 3 years experience in a Deal Desk role, Public Sector experience preferred
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
Successful track record 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

#LI-Remote
#LI-RA1

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:

$114,000—$172,000 USD

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

Amazing Benefits
Making Social Impact
Fostering Diversity, Equity, Inclusion and Belonging at Okta

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/.

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.

Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Privacy Policy at https://www.okta.com/privacy-policy/.

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