Sr. Manager, Sales Strategy & Operations
Get to know Okta
Okta is The World’s Identity Company. We free everyone to safely use any technology—anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart of business security and growth.
At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box - we’re looking for lifelong learners and people who can make us better with their unique experiences.
Join our team! We’re building a world where Identity belongs to you.
The Sales Strategy & Operations Manager Opportunity
As a team, we strive to be the brain and the spine of the Sales team at Okta. As part of the wider Go-To-Market Strategy & Operations group, we protect the investment in Okta’s rapidly growing Sales organization by ensuring Sales has the insight, tools, and processes it needs to run effectively and efficiently.
You’ll work closely with the Field Organization to provide actionable insights and recommendations to accelerate Okta’s growth by partnering with two of our Public Sector Sales VPs. You’ll collaborate with other colleagues to design and implement your solutions, including Sales Planning & Analytics, Business Technology, Data & Analytics, and Sales Enablement.
This person will ideally be located within a commutable distance to our San Francisco, Washington DC, Seattle, New York, or Chicago offices as we operate a flexible, hybrid working model.
What you’ll be doing
- Be the primary strategic business partner to our Public Sector Sales VPs, owning pipeline, forecasting, and strategic reporting for sales leadership and identifying opportunities for optimization.
- Work closely with sales leadership on coverage models, quota and capacity planning, go-to-market segmentation, and coverage strategy, including forecasting, territory design, growth analysis, and account activation strategy.
- Assist the sales strategy & leadership teams in identifying the key markets to grow into next, and where we should be increasing our investments.
- Work with and support various business partners in AMER Public Sector (e.g. SEs, Partner Alliances, Marketing, xDRs, Customer Success, Renewals) to analyze business needs, elicit requirements, and design solutions that enable the business to achieve its objectives, improve user experience, and drive adoption.
- Drive operational excellence in AMER Public Sector by identifying, establishing, and maintaining scalable, repeatable process improvements. Document essential processes and engagement rules, and work with local Sales Enablement to disseminate that information and help enforce those processes.
What you’ll bring to the role
- Minimum of 4 years experience in an analytical or operations role at a high-growth SaaS company in a Sales operational capacity.
- Knowledge of Public Sector/Federal buying cycles, contracting, and compliance standards (e.g., FedRAMP, DoD IL4/IL5, and related compliance protocols) is required.
- The ability to deeply interrogate and manipulate data, the confidence and curiosity to understand the implications of the results, and the ability to recommend and present solutions to senior stakeholders.
- A demonstrated record of developing initiatives that impact productivity.
- Excellent communication and collaboration skills, and able to work with all seniority levels across the business. You can hold a meeting with senior directors and VPs.
- Demonstrated ability to be proactive, self-driven, and make pragmatic decisions when necessary.
- Salesforce mastery: complex dashboards & reports, custom report types, calculated fields, workflows.
- Exceptional quantitative and MS Excel or Google Sheets skills with data integrations (Salesforce automation).
- The desire and capacity to work independently AND collaboratively.
- Ability to travel to other Okta offices as required for in-person meetings.
NOTE: This position requires the ability to access federal environments and/or have access to protected federal data. As a condition of employment for this position, the successful candidate must be able to submit documentation establishing U.S. Person status (e.g. a U.S. Citizen, National, Lawful Permanent Resident, Refugee, or Asylee. 22 CFR 120.15) upon hire.
And extra credit if you have experience in any of the following!
- Experience with emerging automation tools and AI
- Experience with Tableau or other analysis/BI tools.
- Familiarity with Zuora, Salesforce CPQ, or other CPQ or Q2C tools.
- Familiarity with Anaplan
- Familiarity with sales productivity tools (Outreach, Clari, people.ai).
#LI-SC
#LI-Hybrid
Below is the annual base salary range for candidates located in California, Colorado, New York and Washington. Your actual base salary will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable), bonus, and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit: https://rewards.okta.com/us.
What you can look forward to as a Full-Time Okta employee!
- Amazing Benefits
- Making Social Impact
- Developing Talent and Fostering Connection + Community at Okta
Okta cultivates a dynamic work environment, providing the best tools, technology and benefits to empower our employees to work productively in a setting that best and uniquely suits their needs. Each organization is unique in the degree of flexibility and mobility in which they work so that all employees are enabled to be their most creative and successful versions of themselves, regardless of where they live. Find your place at Okta today! https://www.okta.com/company/careers/.
Some roles may require travel to one of our office locations for in-person onboarding.
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.
Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Privacy Policy at https://www.okta.com/privacy-policy/.
Average salary estimate
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At Okta, we’re excited to announce a fantastic opportunity for a Sr. Manager, Sales Strategy & Operations to join our innovative team. Imagine being at the center of our Sales organization, helping to shape the dynamic landscape of identity security in various sectors, particularly the Public Sector. You will play a pivotal role by collaborating closely with our Public Sector Sales VPs, focusing on pipeline management, forecasting, and strategic reporting. Your insights will directly influence our growth strategy, working alongside cross-functional teams in Sales Planning, Business Technology, and Sales Enablement. If you thrive in a fast-paced environment and have a knack for analyzing data to identify optimization opportunities, this role will be a great fit for you. You’ll get to explore key markets for expansion, redesign sales processes, and enhance user experience to drive adoption. What’s more, you’ll also help establish scalable processes that contribute to operational excellence in AMER Public Sector. We’re looking for a proactive self-starter with a proven background in sales operations, particularly in high-growth SaaS settings. If you have deep knowledge of Public Sector compliance standards and are well-versed with Salesforce and data analysis tools, we want to hear from you. Join us at Okta, where your contributions will make a real difference in how organizations secure their identities while fostering a culture of inclusiveness and continuous learning.
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Okta is a leading identity and access management company headquartered in San Francisco, California that is committed to allowing people to access applications on any device at any time, while still enforcing strong security policies.
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