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

XML job scraping automation by YubHub

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

XML job scraping automation by YubHub

Key responsibilities include:

• Owning and evolving ASC 606 revenue policies for SaaS and consumption-based models, including credits, usage-based pricing, variable consideration, and contract modifications
• Leading technical accounting research and authoring clear, decision-ready memos, policies, and playbooks (e.g., SSP frameworks, non-standard deal guidance)
• Reviewing complex enterprise and strategic contracts, advising Sales, Deal Desk, and Legal on structure, risk, and revenue implications
• Defining revenue recognition approaches for new products and offerings, including performance obligations, SSP, principal vs. agent considerations, and contract changes
• Translating complex accounting guidance into practical recommendations and scalable processes for cross-functional partners
• Partnering with auditors to support revenue positions, including leading position papers, walkthroughs, and evidence strategies, while ensuring SOX-compliant controls
• Building and developing a high-performing technical revenue team, coaching managers, and raising the bar on judgment, communication, and technical rigor

Requirements include:

• CPA certification with 12+ years of progressive accounting background, including deep expertise in technical revenue accounting under ASC 606
• Strong command of US GAAP and SaaS revenue models, including multi-element arrangements, SSP, variable consideration, contract modifications, and usage-based pricing
• Proven ability to evaluate complex contracts and determine appropriate revenue treatment across a range of scenarios
• Track record of influencing and defending accounting positions with external auditors and senior stakeholders
• Skilled at translating complex accounting concepts into clear, actionable guidance for non-accounting audiences

Preferred qualifications include:

• Background in public accounting (e.g., Big 4) combined with in-house experience at a high-growth SaaS or technology company
• Familiarity with consumption-based or usage-based revenue models at scale
• Comfort operating in fast-paced environments with evolving products and business models
• Experience leading managers and developing technical accounting talent

At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.

XML job scraping automation by YubHub