Sr Director of Global Deal Strategy

About the role

Sr Director of Global Deal Strategy Opportunity at Okta

Okta is seeking a Sr Director of Global Deal Strategy to spearhead the design and execution of our worldwide commercial strategy. This role sits at the nexus of our business, defining how we structure, assess, and finalize high-impact transactions. The successful candidate will architect the operating model, governance framework, and team necessary to scale deal execution in line with business objectives. This position demands a balance of strategic vision, operational discipline, and partnership across key stakeholders to drive growth, profitability, and risk management.

The role is a blend of strategist, operator, and business partner. You will work directly with Sales leadership and collaborate closely with Finance, Legal, Revenue, Product, and Systems teams. The focus is on elevating deal quality, accelerating velocity, and ensuring that all commercial choices support Okta's broader goals. This is a chance to define a critical function and leave a lasting mark on the company's commercial trajectory.

You will be responsible for shaping Okta's global deal strategy vision. This includes establishing the operating model and engagement framework that spans all regions, market segments, and sales channels. You will serve as the primary escalation advisor for Sales on complex, strategic, and sensitive opportunities. Your role involves balancing the pursuit of growth with the protection of long-term customer value and risk mitigation.

A core responsibility is the development of commercial governance and deal structuring practices. You will establish and refine global guardrails for pricing, discounting, approval workflows, exception handling, and non-standard commercial arrangements. This will be done in close partnership with the Pricing & Packaging team to ensure alignment. You will work with Finance, Legal, Revenue, and Operations to ensure that all deal structures are not only commercially sound but also operationally executable and compliant with company policy. The goal is to create consistency and rigor while maintaining the flexibility needed for strategic wins.

You will lead cross-functional alignment on all aspects of deal execution. This involves clarifying decision rights, establishing escalation paths, and defining rules of engagement to ensure execution clarity. A key part of this function is building robust metrics, dashboards, and inspection mechanisms. These tools will provide visibility into cycle times, exception trends, commercial quality, and risk exposure. You will translate field feedback, market dynamics, and deal trends into actionable recommendations for policy, pricing, packaging, and process enhancements.

Another vital area is team leadership and enablement. You will be responsible for building, leading, and developing a high-performing global team with strong commercial judgment and executive presence. Coaching will focus on transforming the team into strategic advisors rather than just transaction managers. You will create playbooks, training materials, and enablement programs that improve seller effectiveness and standardize best practices in deal formation.

The role also involves pioneering AI-enabled deal strategy. You will define and scale workflows that use automation to improve seller productivity, deal quality, approval consistency, and speed. This includes partnering with Systems, Operations, and Analytics teams to embed AI into pricing guidance, approval routing, risk flagging, and deal summarization. Any implementation will include clear guardrails for accuracy, auditability, and policy compliance. A tiered service model will be established to use automation for high-volume standardized deals.

To be successful in this role, you must bring a strong background from global SaaS or enterprise software environments. Twelve or more years of experience in Deal Strategy, Deal Desk, Commercial Operations, Revenue Operations, Finance, Pricing, or related functions are required. A proven track record of leading and scaling high-performing global teams is essential. You must demonstrate deep expertise in SaaS deal structuring, pricing strategy, discount governance, approval frameworks, and complex commercial transactions.

The position is based in San Francisco, California, and is a full-time engagement. The compensation range is $220,000 to $300,000 USD per year. This role represents a significant opportunity to drive commercial excellence at a critical stage of company growth. If you are driven by building systems that enable scalable, high-quality execution, we encourage you to explore this further. Please What you'll do

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