Senior Manager, Presales Strategy & Operations

About the Role

The Senior Manager, Presales Strategy & Operations 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. This role leads cross-functional initiatives and collaborates with leaders across Sales Planning, Business Technology, Data & Analytics, and Sales Enablement to design and implement robust operational frameworks.

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).

Pay

Annual base salary range for candidates located in the San Francisco Bay area: $186,000–$256,000 USD. For candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington: $166,000–$229,000 USD. Actual base salary depends on skills, qualifications, experience, and work location. Okta also 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 applicable plans and policies.