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Okta

Nonprofit GTM Strategy Manager

Toronto, ON, Canada

$131,000 to $202,400 USD / year · Full-time

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Job details

Pay: $131,000 to $202,400 USD / year
Job type: Full-time
Apply by: Dec 3, 2026
Posting language: English
Posted: Nov 3, 2026

Original job description

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 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.

You will enable GTM leadership and maintain ongoing feedback loops with field sales teams. You will align and mobilize senior stakeholders, both internal and customer-facing, around shared business objectives. By connecting historical success data with active market opportunities, you will make sure our field resources are used well and that Okta's nonprofit initiatives translate into scalable market expansion. Your work will grow Okta's addressable market while helping secure the organizations that provide critical services around the world.

In this role, you'll get to:

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.
Exceptional persuasion and communication skills. You align and mobilize senior cross-functional and external stakeholders around shared business targets.
Strong data and analytical skills. You have hands-on experience tracking pipeline health, sales velocity, and conversion metrics in Salesforce or Tableau.
Resource and project management experience. You are comfortable defining program requirements, managing budgets, and directing external partners.
Proven wins with nonprofit customers. Experience in the nonprofit tech ecosystem, cybersecurity, or SLED/Public Sector GTM is a strong plus.

Hybrid

P17938_3583064

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. To learn more about our Total Rewards program please visit: https://rewards.okta.com/us.

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:: $131,000 USD - $202,400 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 click here to view our full NYC AEDT Notice.

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More about this job

Responsibilities

Drive growth and long-term performance for Okta’s global nonprofit segment by developing targeted sales programs, analyzing pipeline and customer metrics, and improving the segment’s go-to-market strategy. Partner with sales teams and senior stakeholders to refine positioning, enable field execution, focus investment on promising nonprofit markets, and measure the impact of donated and discounted licenses.

Requirements

Requires 8 or more years of experience in B2B SaaS go-to-market strategy, sales enablement, growth operations, customer success, or a related vertical sales role, with a track record of owning and executing programs. Candidates should bring strong analytical, communication, stakeholder, and project management skills, hands-on experience with pipeline and sales metrics in Salesforce or Tableau, and proven success with nonprofit customers; cybersecurity, identity, cloud, or public-sector experience is a plus.

Skills

B2B SaaS Go-To-Market Strategy
Program Ownership
Sales Enablement
Growth Operations
Customer Success
Nonprofit Go-To-Market
Data Analysis
Pipeline Management
Sales Velocity Analysis
Conversion Metrics
Salesforce
Tableau
Stakeholder Management
Project Management
Budget Management
Cybersecurity

Benefits

Equity
Bonus
Health Insurance
Dental Insurance
Vision Insurance
401(k)
Flexible Spending Account
Paid Time Off
Parental Leave

Visa sponsorship

Not detected in the job text

Keywords

Okta
Nonprofit
B2B SaaS
Go-To-Market Strategy
Sales Enablement
Growth Operations
Customer Success
Cybersecurity
Identity Security
Cloud
Salesforce
Tableau
Pipeline Health
Sales Velocity
Conversion Metrics
Pipeline Creation
Customer Adoption
Customer Retention
Revenue Growth
Market Expansion
Sales Plays
Field Events
Market Positioning
Buying Journeys
Compliance Requirements
Public Sector
SLED
Social Impact
Donated Licenses
Discounted Licenses

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