Senior Manager, Presales Strategy & Operations

Okta; San Francisco (CA); Hybrid; USD 166,000 - 256,000; Full time

Benefits offered by this job

Equity

Bonus

Health, dental, and vision insurance

401(k)

Flexible spending account

Paid leave

Job summary

Okta is seeking a Senior Manager, Presales Strategy & Operations in the San Francisco Bay Area. You will direct a team of analysts and work closely with Global Presales leadership to design strategic roadmaps and accelerate growth through cross-functional collaboration across Sales, Marketing, and Customer Success.

You will translate complex data into high-level narratives for sales leadership and own the design of coverage models, forecasting, and process improvements to scale operations.

Qualifications

• Leadership experience in analytical, strategy or operations roles at a high-growth SaaS company.
• Strategic thinker with ability to translate data into operational plans.
• Executive presence with ability to influence VP/C-level stakeholders.
• Advanced Salesforce expertise and CRM architecture knowledge.
• Strong data analysis and automation skills; familiarity with AI tools.
• Hands-on coach who can drive large-scale transformations.
• Willingness to travel for in-person collaboration (~ quarterly).

Responsibilities

• Build and lead a high-performing presales strategy and operations team.
• Partner with Global Presales leadership to align on pipeline strategy and forecasting.
• Design coverage models, quota planning, and territory design.
• Drive cross-functional alignment across Sales, Marketing, Partner Alliances, and Customer Success.
• Establish scalable processes and governance with documentation and change management.
• Lead strategic business reviews with VP and C-level stakeholders.
• Translate data insights into long-term plans to boost sales productivity.

Skills

Leadership

Strategy

Executive presence

Salesforce

Data analysis

Automation tools

Travel

Team management

Tools

Salesforce

Tableau

SQL

Anaplan

Gong

Clari

Excel

Job description

Secure Every Identity, from AI to HumanIdentity 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.

Secure Every Identity, from AI to HumanIdentity 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.

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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The annual base salary range for this position for candidates located in the San Francisco Bay area is between: : $186,000 USD - $256,000 USD

Below is the annual base salary range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. Your actual base salary will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable), bonus, 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 base salary range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between:: $166,000 USD - $229,000 USD

The Okta Experience

• 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 this Form to request an accommodation.

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