Senior Manager, Presales Strategy & Operations

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.

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.

Revenue Strategy & Operations sits at the heart of our organization, driving operational excellence across our entire revenue organization. As part of Okta's Business Operations team, we amplify the impact across our rapidly growing Sales, Presales, Customer Success, Technical Account Management (TAM), and Renewals organizations by ensuring each function has the insights, tools, and processes to run effectively and efficiently. The team establishes rigorous standards and processes, and scales customer‑centric operations to support our growth targets across the entire customer lifecycle.

In this leadership role, you will direct a team of analysts and managers and work closely with the Field Organization to provide actionable insights, design strategic roadmaps, and accelerate Okta’s growth by partnering directly with the Global Presales (Sales Engineering) Leadership team. You will lead cross‑functional initiatives and collaborate with leaders across Sales Planning, Business Technology, Data & Analytics, and Sales Enablement to design and implement robust operational frameworks.

This person will ideally be located within a commutable distance to our San Francisco office as we operate a flexible, hybrid working model.

• Build and Lead a High‑Performing Team: Recruit, mentor, and manage a team of presales strategy and operations professionals. Foster a culture of continuous learning, operational excellence, and measurable impact.
• Act as Strategic Executive Partner: Function as the primary strategic business partner to Global Presales Leaders. Direct presales engagement pipeline strategy, technical forecasting, and strategic reporting—translating complex data into high‑level narratives for sales leadership.
• Drive Presales Strategy & Planning: Lead the design and implementation of coverage models, quota and capacity planning, go‑to‑market segmentation, territory design, and growth analysis for the Presales organization.
• Drive Cross‑Functional Alignment: Lead alignment across Presales business partners including Sales, Partner Alliances, Marketing, xDRs, Customer Success, and Renewals. Guide your team to analyze business needs, architect scalable solutions, and drive user adoption.
• Establish Operational Excellence: Direct initiatives to build scalable, repeatable process improvements across the Global Presales organization. Own documentation of critical processes and engagement rules, partnering with Sales Enablement to drive enforcement and change management.
• Lead Strategic Business Reviews: Conduct regular business reviews with VP and C‑level stakeholders to identify enhancement opportunities and oversee large‑scale projects that bridge performance gaps.
• Drive Data‑Informed Decision Making: Deeply interrogate and manipulate data to understand macro business implications. Translate findings into actionable, long‑term operational plans that drive sales productivity and growth.
• Champion Systems & Automation: Leverage advanced Salesforce expertise (dashboards, reports, custom report types, calculated fields, workflows, CRM architecture) and explore automation tools to scale…