Strategic Business Development Jobs at Okta with Visa Sponsorship
Okta hires Strategic Business Development professionals to build and expand its identity security ecosystem across enterprise and partner channels. The company has an established track record of sponsoring work visas for this function, including both nonimmigrant and immigrant pathways, making it a viable target for international candidates in tech.
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Get Access To All JobsINTRODUCTION
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 seeking a Head of Deal Strategy to lead a high-impact global function at the center of our commercial engine. This leader will shape how Okta structures, evaluates, and executes strategic and complex transactions, while building the operating model, governance, and team required to scale with the business.
This role is equal parts strategist, operator, and trusted business partner. You will work closely with Sales leadership and cross-functional partners across Finance, Legal, Revenue, Product, and Operations to improve deal quality, accelerate velocity, and ensure commercial decisions align with Okta’s growth, profitability, and risk objectives.
WHAT YOU’LL DO
Strategic Deal Leadership
- Lead Okta's Deal Strategy team for global upmarket accounts.
- Serve as a trusted advisor to Sales leadership on strategic, competitive, and non-standard deals.
- Act as a senior escalation point on high-value, high-risk, and business-critical transactions, balancing growth, customer outcomes, profitability, and risk.
Commercial Governance & Deal Structuring
- Establish and evolve global guardrails for pricing, discounting, approvals, exception handling, and non-standard commercial structures.
- Partner with Finance, Legal, Revenue, Product, and Operations to ensure deal structures are commercially sound, operationally executable, and aligned to company policy.
- Drive consistency and rigor in commercial decision-making while preserving flexibility for strategic deals.
Cross-Functional Execution & Business Insights
- Lead cross-functional alignment on deal execution, including clear decision rights, escalation paths, and rules of engagement.
- Build metrics, dashboards, and inspection mechanisms that improve visibility into cycle time, exception trends, commercial quality, and risk.
- Translate field feedback, market dynamics, and deal trends into actionable recommendations on policy, pricing, packaging, and process improvements.
Team Leadership & Enablement
- Build, lead, and develop a high-performing global team with strong commercial judgment and executive credibility.
- Coach the team to operate as strategic advisors to the field, not just transaction managers.
- Create playbooks, training, and enablement that improve seller effectiveness and reinforce best practices in deal formation.
AI-Enabled Deal Strategy
- Define and scale AI-enabled workflows that improve seller productivity, deal quality, approval consistency, and speed across the deal lifecycle.
- Partner with Systems, Operations, and Analytics teams to embed AI into areas such as pricing guidance, approval routing, risk flagging, and deal summarization, with clear guardrails for accuracy, auditability, and policy compliance.
- Establish a tiered service model that uses automation for high-volume standardized deals and expert human judgment for complex, high-value, or non-standard transactions.
WHAT WE’RE LOOKING FOR
- 12+ years of experience in Deal Strategy, Deal Desk, Commercial Operations, Revenue Operations, Finance, Pricing, or related functions in a global SaaS or enterprise software environment.
- Proven experience leading and scaling high-performing global teams.
- Deep expertise in SaaS deal structuring, pricing strategy, discount governance, approval frameworks, and complex commercial negotiations.
- Strong understanding of quote-to-cash processes, including revenue recognition implications.
- Demonstrated ability to influence senior Sales leaders and cross-functional executives (Finance, Legal, Revenue, Product, Operations) in fast-paced, matrixed environments.
- Strong business and financial acumen, with the ability to evaluate tradeoffs and make sound commercial recommendations.
- Track record of building scalable operating models, governance frameworks, and process improvements that enable growth.
- Experience with Salesforce, CPQ, CLM, and related commercial systems preferred; Bachelor’s degree or equivalent relevant experience required; (MBA, CPA, or equivalent a plus).
LOCATION
The annual base salary range for this position for candidates located in the San Francisco Bay area is between: $246,000—$338,800 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.
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: $220,000—$302,500 USD
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.
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
Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Personnel and Job Candidate Privacy Notice at https://www.okta.com/legal/personnel-policy/.
Okta
The foundation for secure connections between people and technology
Okta is the leading independent provider of identity for the enterprise. The Okta Identity Cloud enables organizations to securely connect the right people to the right technologies at the right time. With over 7,000 pre-built integrations to applications and infrastructure providers, Okta customers can easily and securely use the best technologies for their business. More than 19,300 organizations, including JetBlue, Nordstrom, Slack, T-Mobile, Takeda, Teach for America, and Twilio, trust Okta to help protect the identities of their workforces and customers.
INTRODUCTION
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 seeking a Head of Deal Strategy to lead a high-impact global function at the center of our commercial engine. This leader will shape how Okta structures, evaluates, and executes strategic and complex transactions, while building the operating model, governance, and team required to scale with the business.
This role is equal parts strategist, operator, and trusted business partner. You will work closely with Sales leadership and cross-functional partners across Finance, Legal, Revenue, Product, and Operations to improve deal quality, accelerate velocity, and ensure commercial decisions align with Okta’s growth, profitability, and risk objectives.
WHAT YOU’LL DO
Strategic Deal Leadership
- Lead Okta's Deal Strategy team for global upmarket accounts.
- Serve as a trusted advisor to Sales leadership on strategic, competitive, and non-standard deals.
- Act as a senior escalation point on high-value, high-risk, and business-critical transactions, balancing growth, customer outcomes, profitability, and risk.
Commercial Governance & Deal Structuring
- Establish and evolve global guardrails for pricing, discounting, approvals, exception handling, and non-standard commercial structures.
- Partner with Finance, Legal, Revenue, Product, and Operations to ensure deal structures are commercially sound, operationally executable, and aligned to company policy.
- Drive consistency and rigor in commercial decision-making while preserving flexibility for strategic deals.
Cross-Functional Execution & Business Insights
- Lead cross-functional alignment on deal execution, including clear decision rights, escalation paths, and rules of engagement.
- Build metrics, dashboards, and inspection mechanisms that improve visibility into cycle time, exception trends, commercial quality, and risk.
- Translate field feedback, market dynamics, and deal trends into actionable recommendations on policy, pricing, packaging, and process improvements.
Team Leadership & Enablement
- Build, lead, and develop a high-performing global team with strong commercial judgment and executive credibility.
- Coach the team to operate as strategic advisors to the field, not just transaction managers.
- Create playbooks, training, and enablement that improve seller effectiveness and reinforce best practices in deal formation.
AI-Enabled Deal Strategy
- Define and scale AI-enabled workflows that improve seller productivity, deal quality, approval consistency, and speed across the deal lifecycle.
- Partner with Systems, Operations, and Analytics teams to embed AI into areas such as pricing guidance, approval routing, risk flagging, and deal summarization, with clear guardrails for accuracy, auditability, and policy compliance.
- Establish a tiered service model that uses automation for high-volume standardized deals and expert human judgment for complex, high-value, or non-standard transactions.
WHAT WE’RE LOOKING FOR
- 12+ years of experience in Deal Strategy, Deal Desk, Commercial Operations, Revenue Operations, Finance, Pricing, or related functions in a global SaaS or enterprise software environment.
- Proven experience leading and scaling high-performing global teams.
- Deep expertise in SaaS deal structuring, pricing strategy, discount governance, approval frameworks, and complex commercial negotiations.
- Strong understanding of quote-to-cash processes, including revenue recognition implications.
- Demonstrated ability to influence senior Sales leaders and cross-functional executives (Finance, Legal, Revenue, Product, Operations) in fast-paced, matrixed environments.
- Strong business and financial acumen, with the ability to evaluate tradeoffs and make sound commercial recommendations.
- Track record of building scalable operating models, governance frameworks, and process improvements that enable growth.
- Experience with Salesforce, CPQ, CLM, and related commercial systems preferred; Bachelor’s degree or equivalent relevant experience required; (MBA, CPA, or equivalent a plus).
LOCATION
The annual base salary range for this position for candidates located in the San Francisco Bay area is between: $246,000—$338,800 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.
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: $220,000—$302,500 USD
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.
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
Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Personnel and Job Candidate Privacy Notice at https://www.okta.com/legal/personnel-policy/.
Okta
The foundation for secure connections between people and technology
Okta is the leading independent provider of identity for the enterprise. The Okta Identity Cloud enables organizations to securely connect the right people to the right technologies at the right time. With over 7,000 pre-built integrations to applications and infrastructure providers, Okta customers can easily and securely use the best technologies for their business. More than 19,300 organizations, including JetBlue, Nordstrom, Slack, T-Mobile, Takeda, Teach for America, and Twilio, trust Okta to help protect the identities of their workforces and customers.
See all 31+ Strategic Business Development at Okta jobs
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Get Access To All JobsTips for Finding Strategic Business Development Jobs at Okta Jobs
Frame your credentials around identity security partnerships
Okta's BD roles center on channel, alliance, and technology partnership expansion. Highlight experience with SaaS ecosystem deals, ISV partnerships, or enterprise co-sell motions. Generic business development experience won't differentiate you in a specialized security software context.
Confirm OPT eligibility before your application window closes
F-1 OPT gives you 12 months of work authorization, with a 24-month STEM extension if your degree qualifies. Okta participates in E-Verify, which is required for STEM OPT. Start the STEM extension process well before your initial OPT expires to avoid a gap.
Target partner-facing BD roles to maximize H-1B fit
Okta's Strategic BD function is often structured around technical alliances and platform integrations, which map cleanly to specialty occupation criteria for H-1B purposes. Roles requiring a specific degree in business, computer science, or a related field are stronger sponsorship candidates than generalist growth positions.
Time your offer conversations around H-1B cap deadlines
H-1B cap-subject petitions must be filed by April 1 for an October 1 start date. If you're negotiating an offer in late spring or summer, discuss a cap-exempt or OPT bridge arrangement with your recruiter to cover the gap until the next fiscal year.
Use Migrate Mate to find open Strategic BD roles at Okta
Okta posts Strategic Business Development positions across seniority levels and partner segments. Use Migrate Mate to filter open roles by visa sponsorship type so you're applying to positions where sponsorship is already confirmed, not guessing from a generic job listing.
Prepare for PERM early if you want a Green Card path
EB-2 and EB-3 PERM filings require DOL-supervised recruitment before your petition can advance. For BD roles, Okta will need to document that no minimally qualified U.S. worker was available. Starting this conversation with HR before your H-1B renewal keeps your timeline on track.
Strategic Business Development at Okta jobs are hiring across the US. Find yours.
Find Strategic Business Development at Okta JobsFrequently Asked Questions
Does Okta sponsor H-1B visas for Strategic Business Developments?
Yes, Okta sponsors H-1B visas for Strategic Business Development roles where the position qualifies as a specialty occupation. BD roles tied to technology alliances, platform partnerships, or enterprise integrations that require a relevant bachelor's degree typically meet this standard. Confirm sponsorship eligibility directly with the recruiter during initial screening, since not every BD title at Okta carries the same sponsorship classification.
How do I apply for Strategic Business Development jobs at Okta?
Applications go through Okta's careers portal. For international candidates, Migrate Mate lets you browse open Strategic Business Development roles at Okta filtered by visa sponsorship type, so you can confirm sponsorship availability before investing time in the application. Tailor your resume to reflect Okta's partner ecosystem focus, specifically SaaS alliances, channel programs, or identity security integrations, since those are the areas where BD hiring is concentrated.
Which visa types does Okta commonly use for Strategic Business Development roles?
Okta sponsors H-1B for specialty occupation BD roles, TN for Canadian and Mexican nationals in qualifying business categories, and supports F-1 OPT and CPT for students in active programs. For candidates seeking permanent residence, Okta has filed EB-2 and EB-3 petitions for BD professionals through the PERM labor certification process. The right pathway depends on your nationality, degree, and the specific role structure.
What qualifications does Okta expect for Strategic Business Development roles?
Okta typically looks for candidates with experience in SaaS partner sales, technology alliance management, or enterprise business development within the cybersecurity or identity space. A bachelor's degree in business, computer science, or a related field is generally expected. For senior roles, demonstrated success building or managing channel programs, ISV partnerships, or co-sell relationships with cloud hyperscalers like AWS, Microsoft Azure, or Google Cloud carries significant weight.
What should I know about timing and process if Okta sponsors my visa?
H-1B sponsorship follows a fixed government calendar: USCIS opens registration in March, conducts the lottery, and cap-subject petitions must be filed by April 1 for an October 1 start. If you're on F-1 OPT, Okta can employ you while the H-1B petition is pending. For TN status, processing can happen at a port of entry, which moves faster than the H-1B cycle. Align your offer negotiation timeline to these windows to avoid authorization gaps.
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