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Head of Deal Strategy

Okta
Bellevue, Washington; San Francisco, California
Jun 1, 2026
Salary not listed

Job Description

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.

The Opportunity

Okta is seeking a Head of Deal Strategy to lead a high-impact global function at the center of our commercial engine. This leader will shape how Okta structures, evaluates, and executes strategic and complex transactions, while building the operating model, governance, and team required to scale with the business.

This role is equal parts strategist, operator, and trusted business partner. You will work closely with Sales leadership and cross-functional partners across Finance, Legal, Revenue, Product, and Operations to improve deal quality, accelerate velocity, and ensure commercial decisions align with Okta’s growth, profitability, and risk objectives.

What You’ll Do

Strategic Deal Leadership

  • Lead Okta's Deal Strategy team for global upmarket accounts.
  • Serve as a trusted advisor to Sales leadership on strategic, competitive, and non-standard deals.
  • Act as a senior escalation point on high-value, high-risk, and business-critical transactions, balancing growth, customer outcomes, profitability, and risk.

Commercial Governance & Deal Structuring

  • Establish and evolve global guardrails for pricing, discounting, approvals, exception handling, and non-standard commercial structures.
  • Partner with Finance, Legal, Revenue, Product, and Operations to ensure deal structures are commercially sound, operationally executable, and aligned to company policy.
  • Drive consistency and rigor in commercial decision-making while preserving flexibility for strategic deals.

Cross-Functional Execution & Business Insights

  • Lead cross-functional alignment on deal execution, including clear decision rights, escalation paths, and rules of engagement.
  • Build metrics, dashboards, and inspection mechanisms that improve visibility into cycle time, exception trends, commercial quality, and risk.
  • Translate field feedback, market dynamics, and deal trends into actionable recommendations on policy, pricing, packaging, and process improvements.

Team Leadership & Enablement

  • Build, lead, and develop a high-performing global team with strong commercial judgment and executive credibility.
  • Coach the team to ope
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