Commercial Manager

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.

The Commercial Renewals Manager, Corporate at Okta owns the strategy and execution of subscription renewals for the US Corporate customer segment. In this role you partner closely with Sales, Customer Success, and our Partner ecosystem to secure predictable revenue, mitigate churn, and identify expansion opportunities. The ideal candidate is a strategic, quota‑carrying professional who thrives on direct customer negotiations, enjoys navigating complex commercial terms, and is passionate about driving long‑term customer value.

• Own the Renewal Lifecycle: manage all aspects of the subscription renewal process for your assigned customer portfolio, ensuring continuous service, protecting recurring revenue, and securing long‑term agreements.
• Drive Commercial Negotiations: lead pricing strategies and commercial negotiations for a quarterly portfolio of 25–45 renewals totaling $4M–$5M+ in ARR.
• Collaborate Across Account Teams: partner with Account Executives and Customer Success Managers to build unified renewal strategies, improve product adoption, and proactively mitigate churn risks.
• Leverage the Channel: collaborate with channel partners and systems integrators to negotiate mutually beneficial pricing/terms and protect recurring revenue.
• Execute Commercial Contracts: deliver accurate, timely proposals and quotes; partner with Finance, Legal, and Compliance to ensure all contracts meet both customer requirements and Okta standard guidelines.
• Maintain Forecast Accuracy: keep precise, real‑time records of renewal activities, customer data, and pipeline updates in Salesforce; build highly accurate forecasts for timing, pricing, and potential risks.

• SaaS
  
  Experience:
  
  3–5 years of experience in SaaS renewals, account management, sales, or an equivalent customer‑facing, revenue‑carrying role.
• Negotiation Capability: proven experience comfortably negotiating complex SaaS subscription agreements, typically in the $80K–$225K+ range.
• Cross‑Functional Influence: strong ability to build trust, influence stakeholders, and tactfully close deals with high integrity and autonomy.
• Tool Proficiency: experience using Salesforce (or a similar enterprise CRM) to manage pipeline, log activities, and run forecasts.
• Communication & Organization: excellent written, verbal, and presentation skills, with a proven track record of managing a busy, time‑sensitive pipeline.
• Resilience & EQ: high emotional intelligence, with the ability to navigate delicate customer negotiations and collaborate effectively across internal teams.
• Education:
  
  Bachelor’s degree or equivalent practical business experience.

Below is the annual On Target Compensation (OTE) range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington: $116,000—$159,500 USD. 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. 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.

Candidates must reside within 50 miles of our Chicago or Washington, DC offices.

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 a reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding, please use the appropriate form to request an accommodation.

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