Senior Manager, Presales Strategy & Operations

The Revenue Strategy and Operations Team

Revenue Strategy & Operations sits at the heart of our organization, driving operational excellence across our entire revenue organization. As part of Okta's Business Operations team, we amplify the impact across our rapidly growing Sales, Presales, Customer Success, Technical Account Management (TAM), and Renewals organizations by ensuring each function has the insights, tools, and processes to run effectively and efficiently. The team establishes rigorous standards and processes, and scales customer-centric operations to support our growth targets across the entire customer lifecycle.

The Senior Manager, Presales Strategy & Operations Opportunity 

In this leadership role, you will direct a team of analysts and managers and work closely with the Field Organization to provide actionable insights, design strategic roadmaps, and accelerate Okta’s growth by partnering directly with the Global Presales (Sales Engineering) Leadership team. You will lead cross-functional initiatives and collaborate with leaders across Sales Planning, Business Technology, Data & Analytics, and Sales Enablement to design and implement robust operational frameworks. This person will ideally be located within a commutable distance to our San Francisco office as we operate a flexible, hybrid working model.

What you’ll be doing

• Build and Lead a High-Performing Team: Recruit, mentor, and manage a team of presales strategy and operations professionals. Foster a culture of continuous learning, operational excellence, and measurable impact.
• Act as Strategic Executive Partner: Function as the primary strategic business partner to Global Presales Leaders. Direct presales engagement pipeline strategy, technical forecasting, and strategic reporting—translating complex data into high-level narratives for sales leadership.
• Drive Presales Strategy & Planning: Lead the design and implementation of coverage models, quota and capacity planning, go-to-market segmentation, territory design, and growth analysis for the Presales organization.
• Drive Cross-Functional Alignment: Lead alignment across Presales business partners including Sales, Partner Alliances, Marketing, xDRs, Customer Success, and Renewals. Guide your team to analyze business needs, architect scalable solutions, and drive user adoption.
• Establish Operational Excellence: Direct initiatives to build scalable, repeatable process improvements across the Global Presales organization. Own documentation of critical processes and engagement rules, partnering with Sales Enablement to drive enforcement and change management.
• Lead Strategic Business Reviews: Conduct regular business reviews with VP and C-level stakeholders to identify enhancement opportunities and oversee large-scale projects that bridge performance gaps.
• Drive Data-Informed Decision Making: Deeply interrogate and manipulate data to understand macro business implications. Translate findings into actionable, long-term operational plans that drive sales productivity and growth.
• Champion Systems & Automation: Leverage advanced Salesforce expertise (dashboards, reports, custom report types, calculated fields, workflows, CRM architecture) and explore automation tools to scale operations and improve efficiency.

What you’ll bring to the role

• Leadership Experience: 7+ years in an analytical, strategy, or operations role at a high-growth SaaS company, with at least 2+ years of direct people management. Proven track record of building, coaching, and developing high-performing operations or strategy teams.
• Strategic Thinking & Business Impact: Strategic thinker with the ability to interrogate complex data and translate findings into long-term operational plans. Demonstrated record of developing and leading large-scale initiatives and transformation projects that significantly impact sales productivity and growth.
• Executive Presence & Collaboration: Exceptional ability to influence, partner with, and present solutions confidently to VP and C-level executives. Highly proactive, self-driven, and pragmatic in navigating ambiguity and making sound decisions.
• Advanced Technical Skills: Advanced Salesforce expertise including complex dashboards, reports, custom report types, calculated fields, workflows, and deep CRM architecture knowledge. Exceptional quantitative skills with MS Excel or Google Sheets, strong understanding of data integrations and automation.
• Data & Automation Proficiency: Experience building and deploying automation workflows with emerging AI tools (e.g., Claude Code, Codex) to drive operational efficiency and scale. Familiarity with Tableau, SQL, Anaplan, or sales productivity tools (Gong, Clari, etc.) is a plus.
• Hands-On Builder: Comfortable balancing high-level strategic thinking with hands-on coaching and execution. Ability to drive large-scale process transformations or tech-stack migrations.
• Willingness to Travel: Ability to travel to other Okta offices as required for in-person meetings and collaboration (~ once per quarter).

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