Deal Strategy Manager - EMEA · Okta

Fri, 24 Apr 2026 12:21:59 GMT
Sales

Okta · London, United Kingdom · £85,000-£116,600 GBP · hybrid

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 organisations to safely embrace this new era.

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.

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.

The Buying Programs Strategy & Operations Team

Okta’s Buying Programs Strategy & Operations team is responsible for closing complex commercial contracts by providing Sales teams with business process and policy insights, as well as strategic and operational support. The team sits within the broader Go-To-Market Strategy and Operations organization, which drives strategy through execution for Okta’s durable growth.

As a member of GTM S&O, you will have the opportunity to learn about and contribute to Okta's business from all angles, including standardizing policies and systems to scale operations as well as collaborating with product teams to roll out new offerings.

The Manager, Deal Strategy Opportunity

In this role, your primary function will be to strategically and effectively model and structure non-standard proposals and contracts that mutually benefit Okta and its Customers in EMEA. You will be well-positioned as the “pulse” of the business and strategic adviser to the Sales organization.

If you have a successful track record of thriving in ambiguity within a rapidly growing environment and solving complex problems, this is your role.

What you’ll be doing

Serve as an expert on deal structuring, pricing, commercial terms, processes, and policies

Ensure all non-standard commercial terms are reviewed, approved, and documented correctly in accordance with Revenue Operations requirements

Strategize with Sales and internal stakeholders, including Accounting, Revenue Operations, Legal, Compliance, and Product to structure and position complex deals

Provide Revenue Operations and Accounting teams with context and clarification on complex deal structures and metric treatment related to booking, invoicing, internal reporting, etc.

Collaborate with and provide guidance and deal insights to cross-functional teams to drive change and proactively design solutions to solve complex problems

Maintain a holistic view of a deal during contract negotiations; driving internal stakeholder discussions and resolution on customer concerns or key business issues that arise during negotiation

Build scalable and efficient processes to operationalize excellence to ensure timely and accurate closure of deals

Identify deal trends and develop and implement best practices with a data-driven mentality

Partner with sales leadership to identify areas of opportunity and provide detailed insights into the business

What you’ll bring to the role

Minimum 5 years of Sales support experience in the technology industry with at least 3 years experience in a Deal Desk role

A willingness to enforce deal governance and compliance policies with a thorough understanding of the SaaS revenue model and reporting

Demonstrated project management experience or participation in process improvement efforts

Excellent communication skills, written & verbal, with the ability to explain complex concepts clearly and effectively across all levels of the organization

Proven performance in negotiating and closing large enterprise SaaS agreements

Aptitude in prioritizing, maintaining attention to detail, and producing timely and quality work under high pressure and tight deadlines with the capacity to lead and engage in multiple initiatives at the same time

Strong research, analytical, and problem-solving competencies with a growth mindset

Proficiency in Salesforce and Google Workspace is required with intermediate knowledge of Excel and Tableau preferred