# Senior Director of Global Deal Strategy

**Company:** [Okta](https://hotfix.jobs/companies/okta)
**Location:** San Francisco, CA
**Role:** Revenue Operations
**Salary:** $246k – $339k/yr
**Experience:** 12+ years
**Skills:** SaaS, Pricing Strategy, Deal Structuring, discount governance, Revenue Operations, finance, Salesforce, CPQ, clm, quote-to-cash, Revenue Recognition, artificial intelligence, Automation, Dashboards, commercial negotiations
**Posted:** 2026-08-03

> Leads global deal strategy, governance, structuring, and executive escalation for complex SaaS transactions while building a scalable team and AI-enabled operating model. Requires 12+ years of relevant experience, deep commercial expertise, and a bachelor’s degree or equivalent experience.

## Job Description

## 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.

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