Commercial Renewals Manager, Okta
$116-159.5k
OTE
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
$116-159.5k
OTE
1001+ employees
Company mission
To improve the connections between people and tools to make companies more productive and secure.
Role
Who you are
- The ideal candidate is a strategic, quota-carrying professional who thrives on direct customer negotiations, enjoys navigating complex commercial terms, and is passionate about driving long-term customer value
- SaaS Experience: 3–5 years of experience in SaaS renewals, account management, sales, or an equivalent customer-facing, revenue-carrying role
- Negotiation Capability: Proven experience comfortably negotiating complex SaaS subscription agreements, typically in the $80K–$225K+ range
- Cross-Functional Influence: Strong ability to build trust, influence stakeholders, and tactfully close deals with high integrity and autonomy
- Tool Proficiency: Experience using Salesforce (or a similar enterprise CRM) to manage pipeline, log activities, and run forecasts
- Communication & Organization: Excellent written, verbal, and presentation skills, with a proven track record of managing a busy, time-sensitive pipeline
- Resilience & EQ: High emotional intelligence, with the ability to navigate delicate customer negotiations and collaborate effectively across internal teams
- Education: Bachelor’s degree or equivalent practical business experience
What the job involves
- The Commercial Renewals Manager, Corporate at Okta owns the strategy and execution of subscription renewals for our US Corporate customer segment
- In this role, you will partner closely with Sales, Customer Success, and our Partner ecosystem to secure predictable revenue, mitigate churn, and identify expansion opportunities
- Own the Renewal Lifecycle: Manage all aspects of the subscription renewal process for your assigned customer portfolio, ensuring continuous service, protecting recurring revenue, and securing long-term agreements
- Drive Commercial Negotiations: Lead pricing strategies and commercial negotiations for a quarterly portfolio of 25–45 renewals totaling $4M–$5M+ in ARR
- Collaborate Across Account Teams: Partner with Account Executives (AEs) and Customer Success Managers (CSMs) to build unified renewal strategies, improve product adoption, and proactively mitigate churn risks
- Leverage the Channel: Collaborate with channel partners and systems integrators to negotiate mutually beneficial pricing/terms and protect recurring revenue
- Execute Commercial Contracts: Deliver accurate, timely proposals and quotes. Partner with Finance, Legal, and Compliance to ensure all contracts meet both customer requirements and Okta standard guidelines
- Maintain Forecast Accuracy: Keep precise, real-time records of renewal activities, customer data, and pipeline updates in Salesforce; build highly accurate forecasts for timing, pricing, and potential risks
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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