Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. 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. 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. 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. 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. 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. 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. ~ 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. Proven wins with nonprofit customers. Experience in the nonprofit tech ecosystem, cybersecurity, or SLED/Public Sector GTM is a strong plus.
- In addition, Okta offers equity (where applicable), bonus, and benefits, including health, dental and vision insurance, 401(k), versatile 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:: $131,000 USD
- $202,400 USD Driving Social Impact Developing Talent and Fostering Connection + Community Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. 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 state as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws. 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

📌 Nonprofit GTM Strategy Manager (Toronto)
🏢 Okta
📍 Toronto