Sr Director of Global Deal Strategy

Okta
San Francisco
Workplace: OnsiteFull timeUSD 246,000 - 338,800 annuallyFunction: Strategy & Corporate DevelopmentExperience: 12+ yearsEducation: bachelorsSkills: ["Strategic thinking","Business acumen","Financial acumen","Influence","Cross-functional collaboration"]

Lead Okta’s global deal strategy and commercial operating model at the center of the company’s commercial engine. You’ll partner with Sales leadership and cross-functional teams across Finance, Legal, Revenue, Product, and Operations to improve deal quality, accelerate deal velocity, and align commercial decisions to growth, profitability, and risk goals. Own deal governance, metrics/insights, team leadership, and AI-enabled workflows that scale pricing, approvals, and execution across the deal lifecycle.

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FursaFursa
Okta
Okta
2 days ago

Sr Director of Global Deal Strategy

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Job Summary

Lead Okta’s global deal strategy and commercial operating model at the center of the company’s commercial engine. You’ll partner with Sales leadership and cross-functional teams across Finance, Legal, Revenue, Product, and Operations to improve deal quality, accelerate deal velocity, and align commercial decisions to growth, profitability, and risk goals. Own deal governance, metrics/insights, team leadership, and AI-enabled workflows that scale pricing, approvals, and execution across the deal lifecycle.
Location: San Francisco
Workplace: Onsite
Employment Type: Full time
Job Function: Strategy & Corporate Development
Seniority: Sr. Director level

Key Responsibilities

  • •Lead Okta’s global deal strategy vision, operating model, and engagement framework across regions, segments, and routes to market.
  • •Serve as a trusted advisor and senior escalation point for strategic, competitive, and non-standard deals, balancing growth, customer outcomes, profitability, and risk.
  • •Establish and evolve global guardrails for pricing, discounting, approvals, exception handling, and non-standard commercial structures in alignment with Pricing & Packaging.
  • •Drive cross-functional deal execution alignment, including decision rights, escalation paths, rules of engagement, and inspection mechanisms using metrics and dashboards.
  • •Build, lead, and enable a global team, including playbooks and training, and define/scaled AI-enabled deal workflows and automation for standardized deals.

Pay and Benefits

Salary: USD 246,000 - 338,800 annually
Equity and Bonus:Equity
Perks:Health InsuranceDentalVision401kFlexible SpendingPaid LeaveParental Leave

Key Requirements

  • •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.
  • •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.
  • •Experience with Salesforce, CPQ, and CLM (preferred) and a Bachelor’s degree or equivalent relevant experience (required).
Experience:12+ yearsSaaSEnterprise softwareDeal deskRevenue operationsCommercial operations
Education:Bachelor's
Skills:Strategic thinkingBusiness acumenFinancial acumenInfluenceCross-functional collaboration
Languages:English
Tech Stack:SalesforceCPQCLMAI toolsAnalyticsDashboards

Company Brief

Okta
Provides identity and access management cloud solutions that help organizations secure and manage user authentication, single sign-on, multi-factor authentication, and lifecycle management across applications and devices.
Industry: Cybersecurity
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: San Francisco, United States
Founded: 2009
WebsiteLinkedIn