Manager, Commercial Renewals

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 flexible and neutral products, Okta Platform and Auth0 Platform, provide secure access, authentication, and automation, placing identity at the core 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.

Position Description: The Manager, Commercial Renewals is a strategic position within Okta’s Renewals Team, responsible for driving Renewal Rate results, driving Renewal performance and successfully implementing our Renewal strategy. You will develop and lead a team of quota-carrying Renewals Managers responsible for retaining Okta’s Commercial customers. It will be your responsibility to help the team achieve their individual goals and to drive us to our team goals for Renewal rate, growth, and term length. You will act as a coach and mentor to the Commercial Renewals Managers, assisting with complex Renewals and critical situations. You will also drive effective collaboration and communication with cross-functional teams to drive a seamless customer experience. 

The ideal Leader for this position will have the ability to collaboratively implement our sales strategies, execute on key growth initiatives, and increase the productivity of the sales team. Key areas of focus will include: sales skill development, adherence to activity standards, providing inspiration, rapid conflict resolution, building a highly empowered, constructive sales culture and strengthening relationships with cross-functional teams. This role requires strong judgment, the ability to think strategically, and the maturity to make sound, sustainable decisions that balance customer needs with business priorities.

While prior leadership experience is preferred, it is not required. We value candidates who have demonstrated leadership capabilities in previous roles or in other professional contexts, whether through guiding teams, mentoring peers, or showing the ability to inspire, coach, and drive performance.

Job Duties and Responsibilities:

• Lead a team of Commercial Renewal Managers in achieving individual and team targets for Renewal rate, growth, and term length
• Collaborate with the rest of the Renewals Leadership Team to develop and execute Renewals strategy and Customer Success Programs
• Support direct reports by participating and leading in customer meetings or engaging other resources as required
• Lead and/or assist with pricing strategy, executive engagement, and negotiations for key Commercial Renewals
• Convey the value proposition for Okta product subscriptions, technical support, and other services
• Ongoing mentoring and development of the sales team which includes recruiting, hiring and mentoring new reps
• Coordinate and lead weekly and monthly one-on-ones and team-wide pipeline reviews, meetings and training sessions to ensure ongoing improvement
• Drive maintenance of accurate and timely customer data and Renewal information in Okta systems
• Ensure accurate forecasting, timeline adherence and risk management of Renewals
• Work closely with extended team of pre-sales, services, training, legal, and Renewals business partners
• Work on assigned projects and take initiative to improve the way our team operates
• Take initiative on projects that improve how the team operates and contributes to overall company goals

Minimum REQUIRED Knowledge, Skills, and Abilities:

• 3+ years of experience in leading a high-performing Renewals team to achieve their targets within a SaaS environment
• 5-7 years of experience in Renewals, Customer Success, Sales, Account Management or equivalent customer facing role
• Comfort negotiating complex, $250K+ license agreements
• Ability to tactfully close deals with a high degree of integrity and independence
• Expertise at implementing and improving a high impact Renewal sales process
• Experience hiring, developing, and managing high performing individual contributors
• Highly organized with strong attention to detail
• Strong oral, written and presentation skills
• Ability to organize, prioritize, complete activities and meet deadlines on a daily basis
• Requires ability to withstand frequent and intense pressure as a result of demanding workload and must be able to maintain a positive and professional manner throughout
• Experience recording information in Salesforce or