Strategy & Business Development Operations Lead

Secure Every Identity, from AI to Human

Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence.

This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk.

Are you an entrepreneurial strategist with deep roots in mission-driven technology? Okta is looking for a strategic leader to build and operationalize the go-to-market strategy for Okta for Good. In this high-impact role, you will establish Okta as the trusted cybersecurity partner for two critical segments: nonprofit organizations and sustainability-focused enterprises.

Why This Role Matters

Nonprofits face unprecedented cyber threats but often lack the resources to defend themselves. At the same time, enterprises are increasingly evaluating their vendor ecosystem through a sustainability and values lens. You will be the driving force that protects vulnerable organizations while simultaneously opening new enterprise pipelines and expanding our addressable market. 

This is a rare opportunity to scale impact in the nonprofit sector while driving significant, sustainable revenue growth for Okta. If you have a passion for tech-for-good and the strategic chops to build an emerging business area, we want to talk to you.

What You’ll Do

The First 90 Days (Wear the "Founder Hat"): Build a comprehensive, integrated GTM strategy from the ground up. You’ll define target personas, map the customer journey, and craft values-driven positioning that opens doors.

Sales Enablement & Execution (Post-90 Days): Partner directly with our sales team to develop playbooks, messaging frameworks, and account strategies that maximize adoption and long-term value. You will actively support deal structuring, pursue strategic partnerships (industry associations, networks, consultants) to accelerate market penetration, and ensure marketing campaigns reinforce our values-aligned positioning.

Operationalize for Scale (Post-90 Days): Own the operational infrastructure (CRM processes, KPI reporting, forecasting, and pipeline management) to measure effectiveness and ensure team sustainability. You will establish and track metrics like pipeline velocity, conversion rates, and relationship quality across both segments to continuously refine our market approach.

Who We’re Looking For

• Experienced Leader: 12+ years of GTM strategy, business development, or sales operations experience in B2B software/SaaS including 2+ years of managerial/leadership experience
• Bachelor’s degree; or 6+ years with a Master’s degree
• Mission-Driven Tech Expert: Direct experience in a nonprofit/sustainability sales division or mission-focused business unit (e.g., Blackbaud, Twilio, Salesforce.org, TechSoup).
• Strategic Innovator: You understand how to strategically deploy free or discounted software as a relationship-building tool, and how to leverage values-aligned positioning to expand enterprise pipelines.
• Builder Mentality: You thrive in ambiguity, can synthesize complex market data, and are energized by building a business unit from first principles. Over time will build a larger team.
• Collaborator: Demonstrated success in large-scale cross-functional alignment, particularly between Sales, Marketing, and Operations.

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Below is the annual base salary range for candidates located in San Francisco Bay Area. Your actual base salary will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable), bonus, and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit: .

The annual base salary range for this position for candidates located in the San Francisco Bay area is between: $170,000—$233,200 USD

The Okta Experience

We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one.

Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws.

If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation.

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