Sr Director of Global Deal Strategy
$246,000–$338,800 year
On-siteSan Francisco, California, United States
Job Summary
Lead Okta's global deal strategy vision, operating model, and engagement framework across regions, segments, and routes to market. Serve as a trusted advisor to Sales leadership on strategic, competitive, and non-standard deals, acting as the senior escalation point for high-value, high-risk transactions. Establish global guardrails for pricing, discounting, and approval frameworks while partnering with Finance, Legal, and Product to ensure commercial soundness. Build metrics and dashboards to improve visibility into cycle time and risk, then translate field feedback into actionable recommendations on policy and process. Define and scale AI-enabled workflows to enhance seller productivity and approval consistency across the deal lifecycle. Coach a high-performing global team to operate as strategic advisors, creating playbooks that reinforce best practices in deal formation.
Required Qualifications
- 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
- Proven 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
- Demonstrated ability to influence senior Sales leaders and cross-functional executives (Finance, Legal, Revenue, Product, Operations) 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
Desired Qualifications
- Experience with Salesforce, CPQ, CLM, and related commercial systems
- Experience using AI tools and automation to streamline operational processes
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