Secure Every Identity, from AI to Human
Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence.
This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.
Position Description:
At Okta, we believe in simplifying the journey for our sellers and our customers. Our Deal Operations Team is the engine that drives this mission, partnering closely with Sales to structure, navigate, and close complex commercial contracts. Operating within the Quote-to-Cash team under the Finance Operations umbrella, we bridge the gap between policy integrity and deal velocity.
We are looking for an experienced Operations professional who thrives in a dynamic SaaS environment. In this role, you will leverage your expertise in SaaS subscription structures to drive friction-free, seamless booking processes. At the same time, you will serve as a key gatekeeper, validating that all commercial structures map cleanly to Okta’s baseline corporate finance metrics. If you want to deeply analyze business friction points and collaborate across teams to build a more seamless, compliant operational blueprint, this is the role for you.
In this role, your responsibilities included but are not limited to:
- Supports all commercial related activities including, but not limited to, deal structuring with deals under $100k, contract creation, pricing guidance, review approval, contract management and providing support to field sales for quoting purposes.
- Ensures deals are structured and processed efficiently and align to company policies.
- Reviews, interprets and confirms contract terms and conditions; works closely with finance and legal teams to ensure all contracts are accurate. Verifies compliance with internal policies (and external regulations).
- Responsible for drafting, modifying and finalizing contracts, including new and add-on business within the recommended threshold
- Responsible for the handling of day-to-day queries from groups including, sales, sales development and account management teams using quoting tools and/or CRM system.
- Support sales enablement group.
- Resolves problems through research, consulting with internal support teams, to identify the appropriate tools for success.
General Job Duties and Responsibilities:
- Act as a Sales-facing subject matter expert on deal processes and policies
- Ensure all non-standard commercial terms are reviewed, approved, and properly documented in Salesforce
- Partner with regional leadership to prioritize and organize projects and deals for month-, quarter-, and year-end
- Communicate effectively with various audiences ranging from Deal Strategists, Sales, to other internal business stakeholders
- Manage ad hoc operations and systems focused projects
- Proactively identify and share regional data, patterns, or learnings with internal DSO leadership
- Implement and manage CRM tools and systems to ensure data accuracy and accessibility
- Develop and optimize sales processes to improve efficiency and effectiveness across the sales organization
- Collaborate with legal, finance, and sales teams to resolve contract-related issues and accelerate deal closures
- Provide strategic pricing and contract structuring guidance to the sales team
- Review and approve sales contracts, ensuring compliance with company policies and pricing guidelines
- Oversee the Deal Operations team in a player/coach capacity
Minimum Knowledge, Skills, and Abilities:
- Working knowledge of SaaS subscription models, pricing, and revenue recognition
- Experience working cross-functionally with Sales, Finance, Legal in executing contracts
- Experience working with Enterprise customers and contracts
- Intermediate to advanced knowledge of Excel (e.g. Pivot Tables, vlookups, ability to create ad-hoc models and analysis, etc.)
- Data-driven and numerically strong; strong research, analytical, and problem-solving abilities; able to get creative and figure things out
- Experience in Salesforce and quoting applications is required; additional sales productivity tools preferred
- Strong experience with Salesforce.com, CPQ and other sales related systems including data enrichment tools
- Possess a “do whatever it takes” attitude to affect change within the organization; comfortable sharing new ideas, building new things, and challenging the status quo
- Able to balance being detail-oriented with seeing the big picture
- Able to work extended schedules during the month and quarter end cycles
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The Okta Experience
We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one.
Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws.
If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation.
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