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About the Role

Okta is seeking an entrepreneurial, data-driven Nonprofit GTM Strategy Manager to drive revenue, impact, and customer growth for its global nonprofit segment. This role involves analyzing segment metrics, partnering with customers, and leading initiatives to fix GTM strategies, ultimately growing Okta's addressable market while supporting critical service organizations.

Responsibilities

Accelerate Nonprofit Segment Growth by designing, launching, and managing targeted sales plays, specialized programs, field events, and market initiatives.
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 teams to make the nonprofit business a core part of planning, cadence, and execution.
Use segment performance data and peer benchmarks to continuously improve and champion Okta's nonprofit vertical strategy.
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.
Analyze historical wins and market dynamics to identify where Okta competes most effectively.
Identify high-growth nonprofit sub-segments, map the buying journeys, purchase triggers, and compliance requirements of target verticals.
Direct GTM investment toward the opportunities where Okta is best positioned to win.
Partner with cross-functional stakeholders to track the impact and value of donated and discounted licenses alongside revenue and pipeline.
Use results to make pragmatic decisions about where donated licenses create the most impact.

Requirements

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, including strategy development, feedback gathering, approach refinement, and execution with minimal oversight.
Advanced problem-solving skills, applying deep professional knowledge and company objectives to design and resolve complex operational models.
Exceptional persuasion and communication skills to align and mobilize senior cross-functional and external stakeholders around shared business targets.
Strong data and analytical skills with hands-on experience tracking pipeline health, sales velocity, and conversion metrics in Salesforce or Tableau.
Resource and project management experience, including 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.

Skills

B2B SaaS GTM strategy
Sales enablement
Growth operations
Customer success
Vertical-specific sales overlay
Identity
Cybersecurity
Cloud
Program ownership
Problem-solving
Persuasion
Communication
Data analysis
Salesforce
Tableau
Resource management
Project management

Location

Hybrid

Work Type

Hybrid

Experience Level

8+ years

Salary/Compensations

$131,000—$202,400 USD

Benefits

Equity (where applicable)
Bonus
Health insurance
Dental insurance
Vision insurance
401(k)
Flexible spending account
Paid leave (including PTO and parental leave)

About the Company

Okta is 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.
Okta is 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.

Equal Opportunity

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.
Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools (AEDT), 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, if you are an applicant or employee residing in New York City, please click here to view our full NYC AEDT Notice.