Get to know Okta

Okta is The World’s Identity Company. We free everyone to safely use any technology—anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart of business security and growth. At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box - we’re looking for lifelong learners and people who can make us better with their unique experiences. Join our team! We’re building a world where Identity belongs to you.

Position Description: The Manager, Commercial Renewals is a strategic position within Okta’s Renewals Team, responsible for driving Renewal Rate results and successfully implementing our renewal sales strategy. You will develop and lead a team of quota-carrying Renewals Managers responsible for retaining Okta’s Commercial customers. It will be your responsibility to help the team achieve their individual goals and to drive us to our team goals for renewal rate, growth, and term length. You will act as a coach and mentor to the Commercial Renewals Managers, assisting with complex renewals and critical situations. You will also drive effective collaboration and communication with cross-functional teams to drive a seamless customer experience. 

The ideal Sales Leader for this position will have the ability to collaboratively implement our sales strategies, execute on key growth initiatives, and increase the productivity of the sales team. Key areas of focus will include: sales skill development, adherence to activity standards, providing inspiration, rapid conflict resolution and building a highly empowered, constructive sales culture.

Job Duties and Responsibilities:

• Lead a team of Commercial Renewal Managers in achieving individual and team quota
• Collaborate with the rest of the Renewals Leadership Team to develop and execute renewals strategy and Customer Success Programs
• Support direct reports by participating and leading in customer meetings or engaging other resources as required
• Lead and/or assist with pricing strategy, executive engagement, and negotiations for key Commercial Renewals
• Convey the value proposition for Okta product subscriptions, technical support, and other services
• Ongoing mentoring and development of the sales team which includes recruiting, hiring and mentoring new reps
• Coordinate and lead weekly and monthly one-on-ones and team-wide pipeline reviews, meetings and training sessions to ensure ongoing improvement.
• Drive maintenance of accurate and timely customer data and renewal information in Okta systems
• Accurately forecast renewal pricing, timing, and risks
• Work closely with extended team of pre-sales, services, training, legal, and renewals business partners
• Work on assigned projects and take initiative to improve the way our team operates

Minimum REQUIRED Knowledge, Skills, and Abilities:

• 3+ years of experience in leading a high-performing sales team to achieve their sales targets within a software sales environment
• Must be located in Central or Eastern Time Zones
• 5-7 years of experience in renewals, customer success, sales, account management or equivalent customer facing role
• Comfort negotiating complex, $250K+ license agreements
• Ability to tactfully close deals with a high degree of integrity and independence
• Expertise at implementing and improving a high impact renewal sales process
• Experience hiring, developing, and managing high performing individual contributors
• Highly organized with strong attention to detail
• Strong oral, written and presentation skills
• Ability to organize, prioritize, complete activities and meet deadlines on a daily basis
• Requires ability to withstand frequent and intense pressure as a result of demanding workload and must be able to maintain a positive and professional manner throughout
• Experience recording information in Salesforce or similar CRM system preferred (not required)

Okta’s Top 5 Core Leadership Competencies are part of the deeply ingrained principles that guide all of our company’s actions. They also align strongly to our cultural cornerstones, our Okta values: love our customers, empower our people, never stop innovating, act with integrity, and maintain transparency. It’s our expectation that our managers and leaders embody these core competencies:

• Builds Effective Teams: Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.          
• Demonstrates Self-Awareness (EQ): Using a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses.
• Develops Talent: Developing people to meet both their career goals and the organization’s goals.
• Drives Results: Consistently achieving results, even under tough circumstances.
• Strategic Mindset: Seeing ahead to future possibilities and translating them into breakthrough strategies.

#LI-Remote

Below is the annual On Target Compensation (OTE) range for candidates located in California, Colorado, New York and Washington. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) 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: https://rewards.okta.com/us. 

The annual OTE range for this position for candidates located in California, Colorado, New York, and Washington is between:$124,000—$186,000 USD

What you can look forward to as an Okta employee!

• Amazing Benefits
• Making Social Impact
• Fostering Diversity, Equity, Inclusion and Belonging at Okta 

Okta cultivates a dynamic work environment, providing the best tools, technology and benefits to empower our employees to work productively in a setting that best and uniquely suits their needs. Each organization is unique in the degree of flexibility and mobility in which they work so that all employees are enabled to be their most creative and successful versions of themselves, regardless of where they live. Find your place at Okta today! https://www.okta.com/company/careers/.

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 for employment qualified applicants with arrest and convictions records, consistent with applicable laws. If reasonable accommodation is needed to participate in the job application or interview process, please use this Form to request an accommodation.

Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Privacy Policy at https://www.okta.com/privacy-policy/.