Position OverviewThe Commercial Renewals Manager, Corporate at Okta owns the strategy and execution of subscription renewals for our US Corporate customer segment. In this role, you will partner closely with Sales, Customer Success, and our Partner ecosystem to secure predictable revenue, mitigate churn, and identify expansion opportunities.
The ideal candidate is a strategic, quota-carrying professional who thrives on direct customer negotiations, enjoys navigating complex commercial terms, and is passionate about driving long-term customer value.
What You'll Do (Role Duties & Responsibilities)- Own the Renewal Lifecycle: Manage all aspects of the subscription renewal process for your assigned customer portfolio, ensuring continuous service, protecting recurring revenue, and securing long-term agreements.
- Drive Commercial Negotiations: Lead pricing strategies and commercial negotiations for a quarterly portfolio of 25-45 renewals totaling $4M-$5M+ in ARR.
- Collaborate Across Account Teams: Partner with Account Executives (AEs) and Customer Success Managers (CSMs) to build unified renewal strategies, improve product adoption, and proactively mitigate churn risks.
- Leverage the Channel: Collaborate with channel partners and systems integrators to negotiate mutually beneficial pricing/terms and protect recurring revenue.
- Execute Commercial Contracts: Deliver accurate, timely proposals and quotes. Partner with Finance, Legal, and Compliance to ensure all contracts meet both customer requirements and Okta standard guidelines.
- Maintain Forecast Accuracy: Keep precise, real-time records of renewal activities, customer data, and pipeline updates in Salesforce; build highly accurate forecasts for timing, pricing, and potential risks.
What You'll Bring (Required Skills & Experience)- SaaS Experience: 3-5 years of experience in SaaS renewals, account management, sales, or an equivalent customer-facing, revenue-carrying role.
- Negotiation Capability: Proven experience comfortably negotiating complex SaaS subscription agreements, typically in the $80K-$225K+ range.
- Cross-Functional Influence: Strong ability to build trust, influence stakeholders, and tactfully close deals with high integrity and autonomy.
- Tool Proficiency: Experience using Salesforce (or a similar enterprise CRM) to manage pipeline, log activities, and run forecasts.
- Communication & Organization: Excellent written, verbal, and presentation skills, with a proven track record of managing a busy, time-sensitive pipeline.
- Resilience & EQ: High emotional intelligence, with the ability to navigate delicate customer negotiations and collaborate effectively across internal teams.
- Education: Bachelor's degree or equivalent practical business experience.
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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. To learn more about our Total Rewards program please visit: https://rewards.okta.com/us.
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:
$116,000-$159,500 USD
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