Senior Manager, Presales Strategy & Operations

Responsibilities

• Recruit, mentor, and manage a team of presales strategy and operations professionals.
• Partner strategically with Global Presales leaders on engagement pipeline strategy, technical forecasting, and executive reporting.
• Lead coverage models, quota and capacity planning, go-to-market segmentation, territory design, and growth analysis for the Presales organization.
• Align Presales with Sales, Partner Alliances, Marketing, xDRs, Customer Success, and Renewals.
• Design scalable operational frameworks, document critical processes and engagement rules, and drive adoption and change management.
• Conduct business reviews with VP and C-level stakeholders and oversee large-scale projects that address performance gaps.
• Analyze data and translate findings into operational plans that improve sales productivity and growth.
• Use Salesforce dashboards, reports, custom report types, calculated fields, workflows, and CRM architecture to scale operations.
• Travel to other Okta offices as required, approximately once per quarter.

Requirements

• 7+ years in an analytical, strategy, or operations role at a high-growth SaaS company.
• 2+ years of direct people management experience.
• Experience building, coaching, and developing high-performing operations or strategy teams.
• Demonstrated success leading large-scale initiatives and transformation projects.
• Ability to influence and present solutions to VP and C-level executives.
• Advanced Salesforce expertise, including complex dashboards, reports, custom report types, calculated fields, workflows, and CRM architecture.
• Exceptional quantitative skills with Microsoft Excel or Google Sheets.
• Strong understanding of data integrations and automation.
• Ability to balance strategic thinking with hands-on coaching and execution.
• Experience driving process transformations or technology-stack migrations.

Nice-to-haves

• Experience with automation workflows using emerging AI tools such as Claude Code or Codex.
• Familiarity with Tableau, SQL, Anaplan, Gong, Clari, or other sales productivity tools.

Compensation and Benefits

• San Francisco Bay Area base salary: $186,000–$256,000 USD.
• Base salary for California excluding the San Francisco Bay Area, Colorado, Illinois, New York, and Washington: $166,000–$229,000 USD.
• Equity where applicable, bonus, health, dental and vision insurance, 401(k), flexible spending account, PTO, and parental leave.