Head of Deal Strategy
About this role
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. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence.
This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.
The Opportunity
Okta is seeking a Head of Deal Strategy to lead a high-impact global function at the center of our commercial engine. This leader will shape how Okta structures, evaluates, and executes strategic and complex transactions, while building the operating model, governance, and team required to scale with the business.
This role is equal parts strategist, operator, and trusted business partner. You will work closely with Sales leadership and cross-functional partners across Finance, Legal, Revenue, Product, and Operations to improve deal quality, accelerate velocity, and ensure commercial decisions align with Okta’s growth, profitability, and risk objectives.
What You’ll Do
Strategic Deal Leadership
- Lead Okta's Deal Strategy team for global upmarket accounts.
- 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.
Commercial Governance & Deal Structuring
- Establish and evolve global guardrails for pricing, discounting, approvals, exception handling, and non-standard commercial structures.
- 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.
Cross-Functional Execution & Business Insights
- 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.
Team Leadership & Enablement
- Build, lead, and develop a high-performing global team with strong commercial judgment and executive credibility.
- Coach the team to operate as strategic advisors to the field, not just transaction managers.
- Create playbooks, training, and enablement that improve seller effectiveness and reinforce best practices in deal formation.
AI-Enabled Deal Strategy
- Define and scale AI-enabled workflows that improve seller productivity, deal quality, approval consistency, and speed across the deal lifecycle.
- Partner with Systems, Operations, and Analytics teams to embed AI into areas such as pricing guidance, approval routing, risk flagging, and deal summarization, with clear guardrails for accuracy, auditability, and policy compliance.
- Establish a tiered service model that uses automation for high-volume standardized deals and expert human judgment for complex, high-value, or non-standard transactions.
What We’re Looking For
- 12+ years of experience in Deal Strategy, Deal Desk, Commercial Operations, Revenue Operations, Finance, Pricing, or related functions in a global SaaS or enterprise software environment.
- Proven experience leading and scaling high-performing global teams.
- Deep expertise in SaaS deal structuring, pricing strategy, discount governance, approval frameworks, and complex commercial negotiations.
- Strong understanding of quote-to-cash processes, including revenue recognition implications.
- Demonstrated ability to influence senior Sales leaders and cross-functional executives (Finance, Legal, Revenue, Product, Operations) in fast-paced, matrixed environments.
- Strong business and financial acumen, with the ability to evaluate tradeoffs and make sound commercial recommendations.
- Track record of building scalable operating models, governance frameworks, and process improvements that enable growth.
- Experience with Salesforce, CPQ, CLM, and related commercial systems preferred; Bachelor’s degree or equivalent relevant experience required; (MBA, CPA, or equivalent a plus).
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Below is the annual base salary range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, 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 Okta Experience
- Supporting Your Well-Being
- Driving Social Impact
- Developing Talent and Fostering Connection + Community
We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one.
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 complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation.
Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, please click here to view our full NYC AEDT Notice.
Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Personnel and Job Candidate Privacy Notice at https://www.okta.com/legal/personnel-policy/.
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