Senior Analyst, Commercial Deal Strategy

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.

The Deal Strategy & Operations Team

Okta’s Deal Strategy & Operations team is responsible for driving complex commercial contracts to closure by providing Sales teams with business process & policy insights as well as strategic and operational support. 

The team sits within the broader Business Operations organization, which drives strategy through execution for Okta’s durable growth. As a member of Business Operations, you will have the opportunity to learn about and contribute to Okta's business from all angles, from our product teams rolling out new offerings to the standardization of policies and systems to scale operations. You will be well-positioned as the “pulse” of the business and strategic adviser to the Sales organization.

The Senior Analyst, Commercial 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. This responsibility entails:

1. Working across multiple business groups including Sales, Customer Success, and Finance to drive an optimal deal structure.
2. Deeply understanding and enhancing Okta’s mechanisms and levers for discounting.
3. Building, owning, and enhancing deal modeling and pricing tools in partnership with business groups including the general Deal Desk team, Sales, Revenue Accounting, Product Marketing, FP&A, and Business Systems.
4. Demonstrating (in the form of a formal Sales proposal) the costs and benefits of different deal options to align with Customers’ growth and usage plans.
5. Optimizing the deal structuring and proposal building process for Deal Desk and Sales.

What you’ll be doing 

• Act as a Sales-facing subject matter expert on deal structuring, processes, and policies.
• Ensure all non-standard commercial terms are reviewed, approved, and properly documented in Salesforce in accordance with Revenue Operations requirements.
• Strategize with Sales Executives and Sales Managers to structure and position complex orders, which involves acting as the liaison between Sales and internal stakeholders including Accounting, Order Management, Legal, Product Marketing, etc.
• Provide Order Management and Accounting teams with context and clarification on complex deal structures and how they are to be treated as it relates to booking credits, invoicing, internal reporting, etc.
• Build tools and resources to improve Sales efficiency in the deal-making and proposal building process.
• Identify deal trends and drive efforts to categorize historical contracting and deal structuring trends based on sales segment or industry vertical.
• Partner with sales leadership to identify areas of opportunity and provide them with detailed insights into the business. 

What you’ll bring to the role

• 1-3 years of Sales support experience in the technology industry. 
• Experience working cross-functionally with Sales, Finance, and/or Legal in executing contracts.
• A willingness to enforce deal governance and compliance related policy to deals.
• A thorough understanding of the SaaS revenue model and reporting. 
• Intermediate to advanced knowledge of Excel (ability to create ad-hoc models and analysis).
• Demonstrated project management experience or participation in process improvement efforts.
• Clear and thorough communicator, written & verbal.
• Proven track record negotiating large enterprise SaaS agreements to close.
• Comfortable operating under pressure/with a sense of urgency.
• Strong research, analytical, and problem-solving abilities.
• Experience in Salesforce required, additional sales productivity tools preferred.

#LI-RA1
#LI-Remote

Below is the annual base salary range for candidates located in California, Colorado, New York and Washington. Your actual base salary will depend on factors such as your skills, qualifications, experie