Director of Commercial Renewals, Okta
$214-322k
OTE
OTE range is benchmarked on rates in California, Colorado, New York and Washington only and may vary by other locations
Management platform securing resources from cloud to ground
Be an early applicant
Management platform securing resources from cloud to ground
1001+ employees
Be an early applicant
$214-322k
OTE
OTE range is benchmarked on rates in California, Colorado, New York and Washington only and may vary by other locations
1001+ employees
Company mission
To improve the connections between people and tools to make companies more productive and secure.
Role
Who you are
- 10+ years of experience in SaaS renewals, sales, customer success, or account management roles
- 5+ years of leadership experience managing high-performing sales or renewals teams
- Proven expertise negotiating complex enterprise renewal agreements ($1M+), with a high degree of integrity and independence
- Strong ability to tactfully close deals while balancing customer needs and business outcomes
- Track record of successfully implementing and optimizing renewal sales processes
- Experience hiring, mentoring, and developing individual contributors to achieve professional growth and business impact
- Strong organizational skills and attention to detail, with the ability to prioritize and execute effectively in a fast-paced environment
- Clear, confident communicator with strong oral, written, and presentation skills
- Demonstrated ability to manage high workloads, meet deadlines, and maintain professionalism under pressure
- Familiarity with Salesforce or similar CRM tools (preferred but not required)
What the job involves
- The Director, Commercial Renewals – Americas is a strategic leadership role within Okta’s Renewals organization, responsible for leading the Commercial Renewals team across the Americas
- This leader will own the performance of a team of quota-carrying Renewals Managers focused on retaining and growing Okta’s Commercial customer base
- The role is accountable for renewal rate performance, revenue growth through upsell and term extension, and a frictionless renewal experience that reinforces customer loyalty and value realization
- In this role, you will drive operational excellence, enhance process maturity, and build a high-performing team culture rooted in accountability, collaboration, and development
- You’ll also serve as a cross-functional partner to Sales, Customer Success, Legal, Deal Desk, and other internal teams, ensuring the execution of strategic renewal plans that align with Okta’s broader growth objectives
- Lead a high-performing team of Commercial Renewals Managers across the Americas to exceed renewal rate, growth, and term length goals
- Coach and develop team members through structured one-on-ones, pipeline reviews, deal strategy sessions, and performance management
- Partner with Renewals and CS leadership to evolve and execute the Commercial Renewals strategy and scalable playbooks
- Participate in complex renewal negotiations, license agreements, with comfort navigating pricing, commercial terms, and executive engagement
- Provide guidance on renewal deal structure, pricing strategy, and cross-functional alignment for large, high-risk, or strategic accounts
- Ensure accurate and timely renewal forecasting, risk identification, and CRM hygiene in Salesforce or equivalent systems
- Hire, onboard, and develop high-performing individual contributors to build bench strength and support long-term team scalability
- Drive ongoing process improvement to increase renewal velocity, predictability, and customer satisfaction
- Serve as a key internal voice of the Commercial customer to inform go-to-market strategy, product feedback loops, and service delivery improvements
- Lead or contribute to cross-functional projects and strategic initiatives focused on enhancing renewal outcomes and customer retention
- It’s our expectation that our managers and leaders embody these core competencies:
- Builds Effective Teams: Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals
- Demonstrates Self-Awareness (EQ): Using a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses
- Develops Talent: Developing people to meet both their career goals and the organization’s goals
- Drives Results: Consistently achieving results, even under tough circumstances
- Strategic Mindset: Seeing ahead to future possibilities and translating them into breakthrough strategies
- Some roles may require travel to one of our office locations for in-person onboarding
Our take
Okta started off as an identity company where organisations, large and small, could tap into the company to have a single sign-on interface to access all cloud applications now centralised. Okta has since expanded to provide identity management at the device as well as the server level.
The new approach towards network security is increasingly based on identification and authentication, and Okta is on track to become the go-to vendor in the space. They aim to do so by developing products that enable people to access applications and other tools more smoothly and securely than ever before.
Okta has taken strides towards expansion through significant employee growth and shuffling executive leadership. The company has also made lateral moves such as tackling governance concerns, opening up new paths for revenue.
Freddie
Company Specialist at Welcome to the Jungle
Insights
19% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Sep 2015
$75m
SERIES F
Jun 2014
$75m
SERIES E
Total funding: $229.3m
Company benefits
- Work from home opportunities
- Health + Wellness
- Financial Benefits
- Pay + Incentives
- Time Off
- Everyday Living
- Resources
Company HQ
The East Cut, San Francisco, CA
Leadership
Todd McKinnon
(CEO)VP of Development at Salesforce.com and has nearly a decade of experience in various engineering and leadership roles at PeopleSoft.
Frederic Kerrest
(Vice Chairman)Worked in Sales and Business Development at Salesforce.com, and previously co-founded high-tech consulting firm Meridian Global Solutions.
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