Strategy & Business Development Operations Lead

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. What You’ll Do Build a comprehensive, integrated GTM strategy from the ground up in the first 90 days. Define target personas, map the customer journey, and craft values‑driven positioning that opens doors. Partner directly with sales to develop playbooks, messaging frameworks, and account strategies that maximize adoption and long‑term value. Actively support deal structuring and pursue strategic partnerships to accelerate market penetration. Ensure marketing campaigns reinforce values‑aligned positioning. Own operational infrastructure (CRM processes, KPI reporting, forecasting, pipeline management) to measure effectiveness. Establish and track metrics such as pipeline velocity, conversion rates, and relationship quality across both segments to refine market approach. Who We’re Looking For 12+ years of GTM strategy, business development, or sales operations experience in B2B SaaS, with 2+ years of managerial leadership. Bachelor’s degree, or 6+ years of experience with a Master’s degree. Direct experience in a nonprofit/sustainability sales division or mission‑focused business unit. Strategic innovator who can deploy free or discounted software as a relationship‑building tool and leverage values‑aligned positioning. Builder mentality: thrives in ambiguity, can synthesize complex market data, and is energized by building a business unit from first principles; will eventually build a larger team. Collaborator with success in large‑scale cross‑functional alignment, especially between Sales, Marketing, and Operations.

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Below is the annual base salary range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. Your actual base salary will depend on factors such as your skills, qualifications, experience, and work location. Okta offers equity, bonus, and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit The annual base salary range for this position in the specified locations is $151,000 USD – $207,900 USD. The Okta Experience Driving Social Impact Developing Talent and Fostering Connection + Community We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in‑person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one. Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider qualified applicants with arrest and convictions records, consistent with applicable laws. If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation. Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools, as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, please click here to view our full NYC AEDT Notice. Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Personnel and Job Candidate Privacy Notice at #J-18808-Ljbffr Okta