Senior Director of Global Deal Strategy

Responsibilities

Strategic Deal Leadership

• Lead Okta’s global deal strategy vision, operating model, and engagement framework across regions, segments, and routes to market.
• Advise Sales leadership on strategic, competitive, and non-standard deals.
• Serve as a senior escalation point for 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 with 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 decision rights, escalation paths, and rules of engagement.
• Build metrics, dashboards, and inspection mechanisms to improve visibility into cycle time, exception trends, commercial quality, and risk.
• Translate field feedback, market dynamics, and deal trends into 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 operate as strategic advisors to the field.
• Create playbooks, training, and enablement to improve seller effectiveness and reinforce best practices in deal formation.

AI-Enabled Deal Strategy

• Define and scale AI-enabled workflows that improve seller productivity, deal quality, approval consistency, and speed across the deal lifecycle.
• Partner with Systems, Operations, and Analytics teams to embed AI into pricing guidance, approval routing, risk flagging, and deal summarization, with guardrails for accuracy, auditability, and policy compliance.
• Establish a tiered service model using automation for high-volume standardized deals.

Requirements

• 12+ years of experience in Deal Strategy, Deal Desk, Commercial Operations, Revenue Operations, Finance, Pricing, or related functions in a global SaaS or enterprise software environment.
• Experience leading and scaling high-performing global teams.
• Deep expertise in SaaS deal structuring, pricing strategy, discount governance, approval frameworks, and complex commercial negotiations.
• Strong understanding of quote-to-cash processes, including revenue recognition implications.
• Ability to influence senior Sales leaders and cross-functional executives in fast-paced, matrixed environments.
• Strong business and financial acumen, with the ability to evaluate tradeoffs and make sound commercial recommendations.
• Track record of building scalable operating models, governance frameworks, and process improvements that enable growth.
• Bachelor’s degree or equivalent relevant experience required.
• Experience using AI tools and automation to streamline operational processes.

Nice-to-Haves

• Experience with Salesforce, CPQ, CLM, and related commercial systems.

Compensation & Benefits

• Annual base salary: $246,000–$338,800 USD.
• Equity, where applicable, bonus, and benefits including health, dental and vision insurance, 401(k), flexible spending account, PTO, and parental leave.