Strategy & Business Development Operations Lead
About The Position
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.
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).
- 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.
- Thrive in ambiguity, can synthesize complex market data, and are energized by building a business unit from first principles.
- Demonstrated success in large-scale cross-functional alignment, particularly between Sales, Marketing, and Operations.
Responsibilities
- Build a comprehensive, integrated GTM strategy from the ground up, defining target personas, mapping the customer journey, and crafting values-driven positioning.
- Partner directly with the sales team to develop playbooks, messaging frameworks, and account strategies.
- Actively support deal structuring and 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.
- Over time will build a larger team.
Benefits
- health, dental and vision insurance
- 401(k)
- flexible spending account
- paid leave (including PTO and parental leave)
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What This Job Offers
Job Type
Full-time
Career Level
Manager
