Nonprofit GTM Strategy Manager

Okta•Chicago, WA

1d•Hybrid

About The Position

Okta is seeking an entrepreneurial, data-driven Nonprofit GTM Strategy Manager to help grow its global nonprofit segment. This cross-functional role combines strategy and execution, with shared responsibility for segment revenue, impact, customer growth, performance, and long-term health. The role analyzes segment metrics, tests go-to-market positioning with customers, identifies opportunities to improve results, supports GTM leadership, and maintains feedback loops with field sales teams. It also aligns internal and customer-facing stakeholders around business objectives and helps focus field resources on scalable market opportunities. The manager will develop and manage sales plays, programs, field events, and market initiatives; drive performance across pipeline creation, deal velocity, adoption, retention, and expansion; and embed nonprofit priorities into broader GTM planning and execution. The role will support field enablement, turn sales-team insights into repeatable motions and playbooks, identify high-growth nonprofit subsectors, and assess their buying journeys, purchase triggers, and compliance needs. It will also measure the impact of donated and discounted licenses alongside revenue and pipeline to inform decisions about where those licenses can create the most impact. The position is hybrid. Okta lists an annual base salary range of $131,000–$202,400 for candidates located in California (excluding the San Francisco Bay Area), Colorado, Illinois, New York, and Washington. Compensation may also include equity where applicable, a bonus, and benefits.

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.
A proven track record of owning programs from strategy and feedback gathering through refinement and execution with minimal oversight.
Advanced problem-solving skills, including the ability to apply professional knowledge and company objectives to complex operational models.
Exceptional persuasion and communication skills, with the ability to align senior cross-functional and external stakeholders around shared business targets.
Strong data and analytical skills, including hands-on experience 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, preferably in a B2B SaaS GTM role.
Experience in the nonprofit technology ecosystem, cybersecurity, or SLED/Public Sector go-to-market.

Responsibilities

Grow Okta’s existing nonprofit go-to-market motion by designing, launching, and managing targeted sales plays, specialized programs, field events, and market initiatives.
Drive global nonprofit segment performance across pipeline creation, deal velocity, customer adoption, retention, and expansion.
Analyze segment trends, diagnose obstacles, and coordinate stakeholders around growth initiatives.
Embed nonprofit business priorities in broader GTM planning, operating cadence, and execution.
Use segment performance data and peer benchmarks to improve and champion Okta’s nonprofit vertical strategy.
Maintain feedback loops with Field and Sales Enablement teams to address obstacles, refine messaging, and support nonprofit deal wins and growth.
Work with Account Executives and sales development representatives to gather 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 subsectors 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 their use.
Define program requirements, manage budgets, and direct external partners.