Nonprofit GTM Strategy Manager
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're all in on this mission. If you are too, let's talk.
The Opportunity
Okta is looking for an entrepreneurial, data-driven Nonprofit GTM Strategy Manager to join our team. At Okta, we are building a world where anyone can safely use any technology. Mission-driven organizations, from global NGOs to local community services, are among the most targeted sectors for cyberattacks today, yet they often operate with severe resource constraints.
In this cross-functional role, you will be both a strategist and executor for our global nonprofit segment. You will drive revenue, impact, and customer growth targets for the segment and share responsibility for its performance and long-term health. You will analyze segment metrics to diagnose what's working, partner with customers to pressure-test our go-to-market (GTM) positioning, and lead the work to fix what isn't. Your analytical skills and proven wins with nonprofit customers will shape how we grow.
You will enable GTM leadership and maintain ongoing feedback loops with field sales teams. You will align and mobilize senior stakeholders, both internal and customer-facing, around shared business objectives. By connecting historical success data with active market opportunities, you will make sure our field resources are used well and that Okta's nonprofit initiatives translate into scalable market expansion. Your work will grow Okta's addressable market while helping secure the organizations that provide critical services around the world.
In this role, you'll get to:
- Accelerate Nonprofit Segment Growth: Grow Okta's existing nonprofit go-to-market (GTM) motion. Design, launch, and manage targeted sales plays, specialized programs, field events, and market initiatives that turn our overall strategy into active market expansion.
- Drive Segment Performance and Long-Term Health: Drive the performance of the global nonprofit segment across the full lifecycle, including pipeline creation, deal velocity, customer adoption, retention, and expansion. Work across the GTM organization to diagnose trends, remove friction, and rally stakeholders around growth initiatives.
- Embed with GTM Leadership: Work closely with GTM teams to make the nonprofit business a core part of the planning, cadence, and execution of the broader GTM organization. Use segment performance data and peer benchmarks to continuously improve and champion Okta's nonprofit vertical strategy.
- Support Field Enablement: Build consistent feedback loops with Field and Sales Enablement teams to remove obstacles, refine messaging, and help them win and grow nonprofit deals. Work directly with Account Executives (AEs) and sales development representatives (xDRs) to capture insights from the field and turn winning approaches into scalable GTM motions and playbooks.
- Sharpen Market Focus and Positioning: Analyze historical wins and market dynamics to find where Okta competes most effectively. Identify high-growth nonprofit sub-segments, map the buying journeys, purchase triggers, and compliance requirements of target verticals, and direct GTM investment toward the opportunities where we are best positioned to win.
- Measure Social Impact Alongside Growth: Keep Okta's social impact commitment measurable, not just stated. Partner with cross-functional stakeholders to track the impact and value of donated and discounted licenses alongside revenue and pipeline. Use these results to make pragmatic decisions about where donated licenses create the most impact.
What you’ll bring to the role:
- 8+ years of experience in B2B SaaS GTM strategy, sales enablement, growth operations, customer success, or a vertical-specific sales overlay role, preferably within identity, cybersecurity, or cloud.
- A proven track record of program ownership. You build a program strategy, gather feedback, refine the approach, and execute with minimal oversight.
- Advanced problem-solving skills. You apply deep professional knowledge and company objectives to design and resolve complex operational models.
- Exceptional persuasion and communication skills. You align and mobilize senior cross-functional and external stakeholders around shared business targets.
- Strong data and analytical skills. You have hands-on experience tracking pipeline health, sales velocity, and conversion metrics in Salesforce or Tableau.
- Resource and project management experience. You are comfortable defining program requirements, managing budgets, and directing external partners.
- Proven wins with nonprofit customers. Experience in the nonprofit tech ecosystem, cybersecurity, or SLED/Public Sector GTM is a strong plus.
#LI - Hybrid
P17938_3583064
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:.
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.
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Skills
As published by greenhouse · 11 questions
Basics
First Name, Last Name, Email, Phone, Resume/CV, Cover Letter, Location
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- Are you legally authorized to work in the country you reside?
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- To the best of your knowledge, do you have any family members / relatives or personal relationships at Okta or at any suppliers, partners, or vendors that have a business relationship with Okta? (For purposes of this question, a “family member / relative or personal relationship” is defined as close personal friends (including sexual and/or romantic relationships), close relatives (spouse, partner, children, cousins, aunts, uncles, nieces, nephews, grandparents or grandchildren), someone who lives in your household, or anyone else with whom you have a close enough personal relationship or connection that it could improperly bias your conduct or decision making or be perceived to be capable of impacting your conduct or decision making.
- Do you have any outside business activity(ies) (advisory, consulting, or board roles, or side businesses) that you would continue engaging in or plan to engage in if you joined Okta in this role?
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