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Okta is seeking a Senior Director of Global Deal Strategy to lead a high-impact global function at the center of the commercial engine. This role shapes how Okta structures, evaluates, and executes strategic and complex transactions while building the operating model, governance, and team required to scale with the business.
You will serve as strategist, operator, and trusted business partner, working closely with Sales leadership and cross-functional partners across Finance, Legal, Revenue, Product, and internal systems teams. Key responsibilities include leading Okta's global deal strategy vision and operating model across regions and segments; serving as a trusted advisor to Sales on strategic and non-standard deals; establishing global guardrails for pricing, discounting, and approvals; and acting as a senior escalation point on high-value, high-risk transactions.
You will lead cross-functional alignment on deal execution with clear decision rights and escalation paths, build metrics and dashboards to improve visibility into cycle time, exception trends, and commercial quality, and translate field feedback and market dynamics into actionable recommendations. The role includes building, leading, and developing a high-performing global team with strong commercial judgment, coaching them to operate as strategic advisors rather than transaction managers.
A significant component involves defining and scaling AI-enabled workflows that improve seller productivity, deal quality, and approval consistency. You will partner with Systems, Operations, and Analytics teams to embed AI into pricing guidance, approval routing, risk flagging, and deal summarization, with clear guardrails for accuracy and compliance.
Required qualifications include 12+ years in Deal Strategy, Deal Desk, Commercial Operations, Revenue Operations, Finance, Pricing, or related functions in global SaaS or enterprise software environments. You must have proven experience leading and scaling high-performing global teams, deep expertise in SaaS deal structuring, pricing strategy, discount governance, and complex commercial negotiations. Strong understanding of quote-to-cash processes and revenue recognition is essential. You should demonstrate ability to influence senior Sales leaders and cross-functional executives in fast-paced, matrixed environments, with strong business and financial acumen. Experience building scalable operating models and governance frameworks is required. Familiarity with Salesforce, CPQ, CLM, and related commercial systems is preferred, as is experience using AI tools and automation.
