Nonprofit GTM Strategy Manager

Okta•Washington, DC

1d•$131,000 - $202,400•Hybrid

About The Position

Okta is seeking an entrepreneurial, data-driven Nonprofit GTM Strategy Manager to lead strategy and execution for its global nonprofit segment. The role drives revenue, impact, and customer-growth targets and shares responsibility for the segment’s performance and long-term health. The manager analyzes segment metrics, works with customers to test go-to-market positioning, and leads improvements to the approach. The role also supports GTM leadership, maintains feedback loops with field sales, and aligns internal and customer-facing stakeholders around shared business objectives. The manager will grow the existing nonprofit go-to-market motion by designing and managing sales plays, programs, field events, and market initiatives. They will oversee segment performance across pipeline creation, deal velocity, adoption, retention, and expansion; partner with GTM teams to integrate the nonprofit business into planning and execution; and help field teams improve messaging and win nonprofit deals. The role also identifies attractive nonprofit sub-segments and buying dynamics, guides GTM investment, and measures the impact and value of donated and discounted licenses alongside revenue and pipeline.

Requirements

At least 8 years of experience in B2B SaaS GTM strategy, sales enablement, growth operations, customer success, or a vertical-specific sales overlay role.
Track record of owning programs from strategy and feedback-gathering through refinement and execution with minimal oversight.
Advanced problem-solving skills, including applying professional knowledge and company objectives to design and resolve complex operational models.
Strong persuasion and communication skills, including aligning and mobilizing senior cross-functional and external stakeholders around shared business targets.
Hands-on data and analytical skills, including tracking pipeline health, sales velocity, and conversion metrics in Salesforce or Tableau.
Experience with resource and project management, including defining program requirements, managing budgets, and directing external partners.
Proven wins with nonprofit customers.

Nice To Haves

Experience in identity, cybersecurity, or cloud.
Experience in the nonprofit technology ecosystem, cybersecurity, or SLED/Public Sector GTM.

Responsibilities

Design, launch, and manage targeted sales plays, specialized programs, field events, and market initiatives to expand the nonprofit segment.
Drive global nonprofit segment performance across pipeline creation, deal velocity, customer adoption, retention, and expansion.
Analyze segment trends, remove friction, and coordinate stakeholders around growth initiatives.
Embed the nonprofit business in broader GTM planning, cadence, and execution, using performance data and peer benchmarks to improve the vertical strategy.
Build feedback loops with Field and Sales Enablement teams to address obstacles and refine messaging.
Work with Account Executives and sales development representatives to collect field insights and turn successful approaches into scalable GTM motions and playbooks.
Analyze historical wins and market dynamics to identify where Okta competes effectively and which nonprofit sub-segments offer growth opportunities.
Map target verticals’ buying journeys, purchase triggers, and compliance requirements, and direct GTM investment toward promising opportunities.
Track the impact and value of donated and discounted licenses alongside revenue and pipeline, and use results to guide decisions about donated licenses.