Proposal Manager

Okta; San Francisco (CA); On-site; USD 100,000 - 137,000; Full time

Benefits offered by this job

Health, dental, and vision insurance

401(k)

Paid leave including PTO and parental leave

Job summary

Okta is seeking a Proposal Manager to enhance global RFx operations. In this role, you'll own the proposal lifecycle, leveraging AI and strategic collaboration to craft winning responses. This position requires 3+ years of experience in proposal management or technical writing.

You will partner with cross-functional teams to analyze data and apply insights to influence product and commercial strategies. The compensation range for this position in the San Francisco Bay area is $100,000 - $137,000, with equity and benefits included.

Qualifications

• 3+ years of experience in proposal management, technical writing, or strategic enablement.
• Experience with AI tools and proposal automation software.
• Ability to support international sales cycles with multicultural stakeholders.

Responsibilities

• Own the end-to-end proposal lifecycle for high-value accounts.
• Use AI to craft and optimize responses while preserving brand voice.
• Analyze post-RFP data to deliver actionable insights.

Skills

Proposal management

Technical writing

AI tools

Data analysis

Communication

Education

BS/BA Degree or equivalent practical experience

Tools

Responsive (RFPIO)

Loopio

Job description

Secure Every Identity, from AI to Human

Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence.

This is an opportunity to do career-defining work. We are all in on this mission. If you are too, let's talk.

Proposal Manager Opportunity

The Proposal Management team handles end-to-end RFx processes. We are an agile, highly collaborative team supporting Okta's most critical, high-value strategic RFx initiatives for our go‑to‑market organization.

We are seeking a forward‑thinking Proposal Manager to elevate and scale our global RFx operations. If you view RFPs not as an administrative chore, but as a strategic puzzle to be solved using cutting‑edge technology, creative storytelling, and data‑driven insights, you will fit right in.

In this role, you will act as both a process architect and a strategic advisor. You will own the end‑to‑end proposal lifecycle across our global markets and partner closely with international Account Executives, Solution Engineers, Product teams, and Executives to build compelling, winning responses for world‑class brands.

Reporting to the Manager of Global Proposal Management, you will champion modern, AI‑integrated workflows and serve as a trusted advisor to our deal teams. You will also analyze trends across our global submissions to provide actionable intelligence that directly shapes Okta's long‑term product and commercial strategies.

What you'll be doing

• Architect & Advise: Own and orchestrate the end‑to‑end proposal lifecycle for high‑value enterprise and strategic accounts across global markets, acting as a strategic consultant to deal teams rather than just an administrator.
• AI‑Driven Content Crafting: Serve as the power‑user and global champion for our proposal tech stack, using AI to generate, refine, and optimize responses while maintaining Okta's unique global brand voice.
• Global Collaboration: Partner seamlessly with international, cross‑functional stakeholders, including Sales, Solution Engineering, Professional Services, Product, Security, and Legal, to synthesize multi‑contributor inputs into a unified, compelling narrative.
• Data‑Driven Strategy: Analyze post‑RFP data and global submission trends to deliver actionable insights to leadership, directly influencing Okta's product roadmap and commercial go‑to‑market strategies.
• Creative Storytelling: Review, edit, and elevate complex technical responses, translating them into clear, value‑driven prose that highlights Okta's competitive differentiators and aligns with specific account win‑themes.
• Knowledge Management: Maintain, curate, and scale our global content repository, ensuring foundational technical, security, and corporate messaging is always accurate, fresh, and readily accessible.

What you'll bring to the role

• Experience: 3+ years of dedicated experience in proposal management, complex technical writing, or strategic GTM enablement.
• AI & Tech Savviness: A forward‑thinking mindset with curiosity and comfort using AI tools and modern proposal automation software to drive efficiency.
• Global Mindset: Experience working across diverse geographic regions and supporting international sales cycles with multi‑cultural stakeholders.
• Analytical Rigor: Ability to look past individual deadlines, spot macro trends in RFP requirements, and translate data into strategic insights for leadership.
• Communication Mastery: Exceptional writing, editing, and storytelling skills; able to make dense technical frameworks sound engaging and business‑critical.
• Leadership & Influence: Strong interpersonal presence with the confidence to guide, challenge, and align senior executives and deep technical experts under tight timelines.
• Education: BS/BA Degree or equivalent practical experience.

And extra credit if you have experience in any of the following

• Direct experience with advanced features in proposal management platforms like Responsive (formerly RFPIO), Loopio, or similar AI‑powered RFx software.
• Prior experience navigating the fast‑paced, matrixed environment of a global SaaS enterprise.

Compensation

Annual OTE range for candidates located in the San Francisco Bay area: $100,000—$137,000 USD.

Annual OTE range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington: $90,000—$123,000 USD.

Compensation includes base salary and incentive compensation. 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 applicable plans and policies.

The Okta Experience

• Supporting Your Well‑Being
• Driving Social Impact
• Developing Talent and Fostering Connection + Community

We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in‑person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one.

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 a Form to request an accommodation.

For New York City applicants and employees: Okta may use Automated Employment Decision Tools as defined by New York City Local Law 144 that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, please review our full NYC AEDT Notice.