Strategy & Business Development Operations Lead

Okta•San Francisco, CA

7h•$170,000 - $233,200•Hybrid

About The Position

Okta is seeking a strategic leader to build and operationalize the go-to-market strategy for Okta for Good. This role will establish Okta as the trusted cybersecurity partner for nonprofit organizations and sustainability-focused enterprises. The position is responsible for protecting vulnerable organizations while opening new enterprise pipelines and expanding Okta's addressable market. This is an opportunity to scale impact in the nonprofit sector and drive significant revenue growth for Okta.

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.
Experience thriving in ambiguity and synthesizing complex market data.
Demonstrated success in large-scale cross-functional alignment, particularly between Sales, Marketing, and Operations.

Nice To Haves

Entrepreneurial strategist with deep roots in mission-driven technology.
Builder mentality, energized by building a business unit from first principles.
Ability to 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 and pursue strategic partnerships to accelerate market penetration.
Ensure marketing campaigns reinforce values-aligned positioning.
Own the operational infrastructure, including 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 to refine the market approach.