Head of Deal Strategy, Okta
$246-338.8k
+ Bonus
Management platform securing resources from cloud to ground
Open for applications
Management platform securing resources from cloud to ground
1001+ employees
Open for applications
$246-338.8k
+ Bonus
1001+ employees
Company mission
To improve the connections between people and tools to make companies more productive and secure.
Role
Who you are
- 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)
What the job involves
- 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
- 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
- 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
- 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
- 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
- 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
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. It aims 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
(Co-Founder & CEO)VP of Development at Salesforce.com and has nearly a decade of experience in various engineering and leadership roles at PeopleSoft.
Frederic Kerrest
(Co-Founder & Vice Chairman)Worked in Sales and Business Development at Salesforce.com, and previously co-founded high-tech consulting firm Meridian Global Solutions.
Salary benchmarks
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