Strategy & Business Development Operations Lead

Okta•Bellevue, WA

6h•$151,000 - $207,900•Hybrid

About The Position

This role is for a strategic leader to build and operationalize the go-to-market strategy for Okta for Good. The objective is to establish Okta as the trusted cybersecurity partner for nonprofit organizations and sustainability-focused enterprises. This position will protect vulnerable organizations, open new enterprise pipelines, and expand Okta's addressable market. It offers an opportunity to scale impact in the nonprofit sector while driving significant revenue growth for Okta. The role requires a passion for tech-for-good and the strategic ability to build an emerging business area.

Requirements

12+ years of GTM strategy, business development, or sales operations experience in B2B software/SaaS.
2+ years of managerial/leadership experience.
Bachelor’s degree; or 6+ years with a Master’s degree.
Direct experience in a nonprofit/sustainability sales division or mission-focused business unit (e.g., Blackbaud, Twilio, Salesforce.org, TechSoup).
Understanding of how to strategically deploy free or discounted software as a relationship-building tool.
Ability to leverage values-aligned positioning to expand enterprise pipelines.
Ability to thrive in ambiguity, synthesize complex market data, and build a business unit from first principles.
Demonstrated success in large-scale cross-functional alignment, particularly between Sales, Marketing, and Operations.

Nice To Haves

Will build a larger team over time.

Responsibilities

Build a comprehensive, integrated GTM strategy from the ground up, defining target personas, mapping the customer journey, and crafting values-driven positioning.
Partner with the sales team to develop playbooks, messaging frameworks, and account strategies.
Actively support deal structuring.
Pursue strategic partnerships (industry associations, networks, consultants) to accelerate market penetration.
Ensure marketing campaigns reinforce values-aligned positioning.
Own the operational infrastructure (CRM processes, KPI reporting, forecasting, and pipeline management) to measure effectiveness and ensure team sustainability.
Establish and track metrics like pipeline velocity, conversion rates, and relationship quality across both segments to continuously refine the market approach.