Nonprofit GTM Strategy Manager

Bellevue, Washington; Chicago, Illinois; New York, New York; Washington, DC. Posted 9 days ago

The role

You will act as a strategist and executor for the global nonprofit segment. You will drive revenue, impact, and customer growth targets by designing sales plays, analyzing segment metrics, and supporting field enablement.

What you will do

Grow Okta's existing nonprofit go-to-market (GTM) motion.
Design, launch, and manage targeted sales plays, specialized programs, field events, and market initiatives.
Drive performance across the full lifecycle including pipeline creation, deal velocity, customer adoption, retention, and expansion.
Work with GTM teams to make the nonprofit business a core part of planning and execution.
Build feedback loops with Field and Sales Enablement teams.
Work with Account Executives and sales development representatives to capture field insights.
Analyze historical wins and market dynamics to find effective competition areas.
Identify high-growth nonprofit sub-segments and map buying journeys.
Track the impact and value of donated and discounted licenses alongside revenue and pipeline.

Required qualifications

8+ years of experience in B2B SaaS GTM strategy, sales enablement, growth operations, customer success, or a vertical-specific sales overlay role.
Proven track record of program ownership.
Advanced problem-solving skills.
Exceptional persuasion and communication skills.
Strong data and analytical skills.
Hands-on experience tracking pipeline health, sales velocity, and conversion metrics in Salesforce or Tableau.
Resource and project management experience.

Nice to have

Experience within identity, cybersecurity, or cloud.
Experience in the nonprofit tech ecosystem, cybersecurity, or SLED/Public Sector GTM.

Benefits

Equity
Bonus
Health, dental and vision insurance
401(k)
Flexible spending account
Paid leave (including PTO and parental leave)

About the company

Okta builds trusted, neutral infrastructure to secure identity. The company aims to enable organizations to safely use any technology.