Director, Commercial Renewals

Okta; Chicago (IL); On-site; USD 214,000 - 322,000; Full time

Job summary

Okta is seeking a strategic leader for the role of Director, Commercial Renewals, responsible for overseeing the Renewals team across the Americas. The successful candidate will drive renewal rate performance and revenue growth while fostering a high-performing team culture and collaborating with cross-functional partners.

Benefits

Health Insurance

401(k) Plan

Flexible Spending Account

Parental Leave

Qualifications

• 10+ years of experience in SaaS renewals or sales.
• 5+ years of leadership experience.
• Proven expertise in negotiating enterprise renewal agreements.

Responsibilities

• Lead and develop the Commercial Renewals team.
• Drive operational excellence and enhance customer satisfaction.
• Participate in complex renewal negotiations.

Skills

Negotiation

Team Leadership

Customer Focus

Sales Strategy

Process Improvement

Education

Bachelor's Degree

Tools

Salesforce

Job description

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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.

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 Director, Commercial Renewals – Americas is a strategic leadership role within Okta’s Renewals organization, responsible for leading the Commercial Renewals team across the Americas. This leader will own the performance of a team of quota-carrying Renewals Managers focused on retaining and growing Okta’s Commercial customer base. The role is accountable for renewal rate performance, revenue growth through upsell and term extension, and a frictionless renewal experience that reinforces customer loyalty and value realization.

In this role, you will drive operational excellence, enhance process maturity, and build a high-performing team culture rooted in accountability, collaboration, and development. You’ll also serve as a cross-functional partner to Sales, Customer Success, Legal, Deal Desk, and other internal teams, ensuring the execution of strategic renewal plans that align with Okta’s broader growth objectives.

Key Responsibilities:

• Lead a high-performing team of Commercial Renewals Managers across the Americas to exceed renewal rate, growth, and term length goals
• Coach and develop team members through structured one-on-ones, pipeline reviews, deal strategy sessions, and performance management
• Partner with Renewals and CS leadership to evolve and execute the Commercial Renewals strategy and scalable playbooks
• Participate in complex renewal negotiations, license agreements, with comfort navigating pricing, commercial terms, and executive engagement
• Provide guidance on renewal deal structure, pricing strategy, and cross-functional alignment for large, high-risk, or strategic accounts
• Ensure accurate and timely renewal forecasting, risk identification, and CRM hygiene in Salesforce or equivalent systems
• Hire, onboard, and develop high-performing individual contributors to build bench strength and support long-term team scalability
• Drive ongoing process improvement to increase renewal velocity, predictability, and customer satisfaction
• Serve as a key internal voice of the Commercial customer to inform go-to-market strategy, product feedback loops, and service delivery improvements
• Lead or contribute to cross-functional projects and strategic initiatives focused on enhancing renewal outcomes and customer retention
  
  

Required Qualifications:

• 10+ years of experience in SaaS renewals, sales, customer success, or account management roles
• 5+ years of leadership experience managing high-performing sales or renewals teams
• Proven expertise negotiating complex enterprise renewal agreements ($1M+), with a high degree of integrity and independence
• Strong ability to tactfully close deals while balancing customer needs and business outcomes
• Track record of successfully implementing and optimizing renewal sales processes
• Experience hiring, mentoring, and developing individual contributors to achieve professional growth and business impact
• Strong organizational skills and attention to detail, with the ability to prioritize and execute effectively in a fast-paced environment
• Clear, confident communicator with strong oral, written, and presentation skills
• Demonstrated ability to manage high workloads, meet deadlines, and maintain professionalism under pressure
• Familiarity with Salesforce or similar CRM tools (preferred but not required)
  
  

Okta’s Top 5 Core Leadership Competencies are part of the deeply ingrained principles that guide all of our company’s actions. They also align strongly to our cultural cornerstones, our Okta values: love our customers, empower our people, never stop innovating, act with integrity, and maintain transparency. It’s our expectation that our managers and leaders embody these core competencies:

• Builds Effective Teams: Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.
• Demonstrates Self-Awareness (EQ): Using a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses.
• Develops Talent: Developing people to meet both their career goals and the organization’s goals.
• Drives Results: Consistently achieving results, even under tough circumstances.
• Strategic Mindset: Seeing ahead to future possibilities and translating them into breakthrough strategies.
  
  

Below is the annual On Target Compensation (OTE) range for candidates located in California, Colorado, New York and Washington. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit: https://rewards.okta.com/us.

The annual OTE range for this position for candidates located in California, Colorado, New York, and Washington is between:

$214,000—$322,000 USD

What you can look forward to as a Full-Time Okta employee!

• Amazing Benefits
• Making Social Impact
• Developing Talent and Fostering Connection + Community at Okta
  
  

Okta cultivates a dynamic work environment, providing the best tools, technology and benefits to empower our employees to work productively in a setting that best and uniquely suits their needs. Each organization is unique in the degree of flexibility and mobility in which they work so that all employees are enabled to be their most creative and successful versions of themselves, regardless of where they live. Find your place at Okta today! https://www.okta.com/company/careers/.

Some roles may require travel to one of our office locations for in-person onboarding.

Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws.

If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation.

Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Privacy Policy at https://www.okta.com/privacy-policy/.

Seniority level

• Seniority level

  Not Applicable

Employment type

• Employment type

  Full-time

Job function

• Job function

  Business Development and Sales

• Industries

  Computer and Network Security, Software Development, and IT Services and IT Consulting

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