Proposal Manager Jobs in California

INTRODUCTION

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.

ROLE AND RESPONSIBILITIES

The Proposal Management Team

The Proposal Management team handles end-to-end RFx processes at Okta. We are an agile, highly collaborative team supporting Okta’s most critical, high-value strategic RFx initiatives for our go-to-market organization. The Proposal Management function sits strategically within Okta’s global Presales Organization.

Proposal Manager Opportunity

We are seeking a forward-thinking Proposal Manager to elevate and scale our global RFx operations. If you view RFPs not as an administrative chore, but as a strategic puzzle to be solved using cutting-edge technology, creative storytelling, and data-driven insights, you’ll fit right in.

In this role, you will act as both a process architect and a strategic advisor. You will own the end-to-end proposal lifecycle across our global markets. You will partner closely with international Account Executives, Solution Engineers, Product teams, and Executives to build compelling, winning responses for world-class brands.

This position moves far beyond traditional, reactive document management. Reporting to the Manager of Global Proposal Management, you will champion modern, AI-integrated workflows and serve as a trusted advisor to our deal teams. Crucially, you will look at the macro picture, analyzing trends across our global submissions to provide actionable intelligence that directly shapes Okta's long-term product and commercial strategies.

What you’ll be doing

• Architect & Advise: Own and orchestrate the end-to-end proposal lifecycle for high-value enterprise and strategic accounts across global markets, acting as a strategic consultant to deal teams rather than just an administrator.
• AI-Driven Content Crafting: Serve as the power-user and global champion for our proposal tech stack. Use AI to generate, refine, and optimize responses, while maintaining Okta’s unique global brand voice.
• Global Collaboration: Partner seamlessly with international, cross-functional stakeholders, including Sales, Solution Engineering, Professional Services, Product, Security, and Legal, to synthesize multi-contributor inputs into a unified, compelling narrative.
• Data-Driven Strategy: Analyze post-RFP data and global submission trends to deliver actionable insights to leadership, directly influencing Okta’s product roadmap and commercial go-to-market strategies.
• Creative Storytelling: Review, edit, and elevate complex technical responses, translating them into clear, value-driven prose that highlights Okta’s competitive differentiators and aligns with specific account win-themes.
• Knowledge Management: Maintain, curate, and scale our global content repository, ensuring our foundational technical, security, and corporate messaging is always accurate, fresh, and readily accessible.

BASIC QUALIFICATIONS

• Experience: 3+ years of dedicated experience in proposal management, complex technical writing, or strategic GTM enablement.
• AI & Tech Savviness: A forward-thinking mindset with curiosity and comfort using AI tools and modern proposal automation software to drive efficiency.
• Global Mindset: Experience working across diverse geographic regions and supporting international sales cycles with multi-cultural stakeholders.
• Analytical Rigor: The ability to look past individual deadlines, spot macro trends in RFP requirements, and translate data into strategic insights for leadership.
• Communication Mastery: Exceptional writing, editing, and storytelling skills; you know how to make dense technical frameworks sound engaging and business-critical.
• Leadership & Influence: Strong interpersonal presence with the confidence to guide, challenge, and align senior executives and deep technical experts under tight timelines.
• Education: BS/BA Degree or equivalent practical experience.

PREFERRED QUALIFICATIONS

And extra credit if you have experience in any of the following!

• Direct experience with advanced features in proposal management platforms like Responsive (formerly RFPIO), Loopio, or similar AI-powered RFx software.
• Prior experience navigating the fast-paced, matrixed environment of a global SaaS enterprise.

LOCATION

LL#remote

COMPENSATION

The OTE range for this position for candidates located in the San Francisco Bay area is between: $100,000—$137,000 USD

Below is the annual On Target Compensation (OTE) range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) 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 OTE range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between: $90,000—$123,000 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.

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