Strategy & Business Development Operations Lead

Are you an entrepreneurial strategist with deep roots in mission-driven technology? Okta is looking for a strategic leader to build and operationalize the go-to-market strategy for Okta for Good. In this high-impact role, you will establish Okta as the trusted cybersecurity partner for two critical segments: nonprofit organizations and sustainability-focused enterprises.

Why This Role Matters

Nonprofits face unprecedented cyber threats but often lack the resources to defend themselves. At the same time, enterprises are increasingly evaluating their vendor ecosystem through a sustainability and values lens. You will be the driving force that protects vulnerable organizations while simultaneously opening new enterprise pipelines and expanding our addressable market. 

This is a rare opportunity to scale impact in the nonprofit sector while driving significant, sustainable revenue growth for Okta. If you have a passion for tech-for-good and the strategic chops to build an emerging business area, we want to talk to you.

What You’ll Do

The First 90 Days (Wear the "Founder Hat"): Build a comprehensive, integrated GTM strategy from the ground up. You’ll define target personas, map the customer journey, and craft values-driven positioning that opens doors.

Sales Enablement & Execution (Post-90 Days): Partner directly with our sales team to develop playbooks, messaging frameworks, and account strategies that maximize adoption and long-term value. You will actively support deal structuring, pursue strategic partnerships (industry associations, networks, consultants) to accelerate market penetration, and ensure marketing campaigns reinforce our values-aligned positioning.

Operationalize for Scale (Post-90 Days): Own the operational infrastructure (CRM processes, KPI reporting, forecasting, and pipeline management) to measure effectiveness and ensure team sustainability. You will establish and track metrics like pipeline velocity, conversion rates, and relationship quality across both segments to continuously refine our market approach.

Who We’re Looking For

• Experienced Leader: 12+ years of GTM strategy, business development, or sales operations experience in B2B software/SaaS including 2+ years of managerial/leadership experience
• Bachelor’s degree; or 6+ years with a Master’s degree
• Mission-Driven Tech Expert: Direct experience in a nonprofit/sustainability sales division or mission-focused business unit (e.g., Blackbaud, Twilio, Salesforce.org, TechSoup).
• Strategic Innovator: You understand how to strategically deploy free or discounted software as a relationship-building tool, and how to leverage values-aligned positioning to expand enterprise pipelines.
• Builder Mentality: You thrive in ambiguity, can synthesize complex market data, and are energized by building a business unit from first principles. Over time will build a larger team.
• Collaborator: Demonstrated success in large-scale cross-functional alignment, particularly between Sales, Marketing, and Operations.

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