Okta Nonprofit GTM Strategy Manager at Okta drives revenue and growth for the global nonprofit segment. Leads go-to-market initiatives, analyzes segment metrics, and aligns stakeholders to expand Okta's nonprofit market.
Responsibilities
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.
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.
