Head of Deal Strategy | Okta

Okta Inc

Hybrid Actively hiring Verified listing

Bellevue, WA · San Francisco, CA Posted 43 days ago $246,000–$338,800 / year

Apply Now Log in to save

99+ other roles within 25 mi Near Bellevue, WA

Market check

Salary context

Above market

How this pay compares to similar roles

Similar $211k

This role $292k

$143k most similar roles pay here $360k

This role pays more than 83% of similar roles. Most pay $164,050–$257,187 — the shaded band above. At the midpoint, this role pays about $292k versus about $211k for comparable roles.

Based on 240 similar postings.

Employer

About Okta Inc

Okta, Inc. is an American identity and access management company based in San Francisco. It provides cloud software that helps companies manage and secure user authentication into applications, and for developers to build identity controls into applications, websites, web services, and devices.[

Okta Inc currently has 145 open roles on FindRole.

Listed pay typically runs $194,000–$267,000 across 145 roles with salary data.

Most-posted roles

View all roles at Okta Inc

At a glance

TL;DR

As the Head of Deal Strategy at Okta, you will lead a global team responsible for shaping and executing strategic transactions, ensuring they align with growth, profitability, and risk objectives. You’ll collaborate closely with Sales leadership and cross-functional teams to establish governance frameworks, optimize deal structuring, and drive commercial decision-making consistency. Key responsibilities include leading the Deal Strategy team, serving as an advisor on complex deals, building scalable operating models, and embedding AI into workflows for improved seller productivity and deal quality. Ideal candidates have over 12 years of experience in SaaS environments, with expertise in deal structuring, pricing strategy, and commercial negotiations. Strong proficiency in Salesforce, CPQ, CLM, and related systems is preferred, along with a track record of building high-performing teams and scalable processes in fast-paced, matrixed organizations.

Skills

Salesforce CPQ CLM AI Python SQL Tableau PowerBI Jira Confluence GitHub MLOps Pandas NumPy Scikit-learn AWS Azure GCP CI/CD Docker Kubernetes Terraform PostgreSQL MongoDB

What you'll do

Lead the Deal Strategy team for global upmarket accounts.
Serve as a senior escalation point on high-value and complex transactions.
Establish and evolve global guardrails for pricing, discounting, and approvals.
Drive consistency in commercial decision-making while preserving flexibility.
Build metrics and dashboards to improve visibility into deal trends.

What we're looking for

12+ years of experience in Deal Strategy or related functions in SaaS/software.
Proven track record leading and scaling high-performing global teams.
Expertise in SaaS deal structuring, pricing strategy, discount governance, and commercial negotiations.
Strong understanding of quote-to-cash processes and revenue recognition implications.
Ability to influence senior Sales leaders and cross-functional executives effectively.
Track record of building scalable operating models and process improvements for growth.
Experience with Salesforce, CPQ, CLM systems preferred; Bachelor’s degree required.

Save