Director, Commercial Renewals (Chicago)

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Position Description: The Director, Commercial Renewals - Americas is a strategic leadership role within Okta's Renewals organization, responsible for leading the Commercial Renewals team across the Americas. This leader will own the performance of a team of quota-carrying Renewals Managers focused on retaining and growing Okta's Commercial customer base. The role is accountable for renewal rate performance, revenue growth through upsell and term extension, and a frictionless renewal experience that reinforces customer loyalty and value realization.

In this role, you will drive operational excellence, enhance process maturity, and build a high-performing team culture rooted in accountability, collaboration, and development. You'll also serve as a cross-functional partner to Sales, Customer Success, Legal, Deal Desk, and other internal teams, ensuring the execution of strategic renewal plans that align with Okta's broader growth objectives.

Key Responsibilities:

• Lead a high-performing team of Commercial Renewals Managers across the Americas to exceed renewal rate, growth, and term length goals


• Coach and develop team members through structured one-on-ones, pipeline reviews, deal strategy sessions, and performance management


• Partner with Renewals and CS leadership to evolve and execute the Commercial Renewals strategy and scalable playbooks


• Participate in complex renewal negotiations, license agreements, with comfort navigating pricing, commercial terms, and executive engagement


• Provide guidance on renewal deal structure, pricing strategy, and cross-functional alignment for large, high-risk, or strategic accounts


• Ensure accurate and timely renewal forecasting, risk identification, and CRM hygiene in Salesforce or equivalent systems


• Hire, onboard, and develop high-performing individual contributors to build bench strength and support long-term team scalability


• Drive ongoing process improvement to increase renewal velocity, predictability, and customer satisfaction


• Serve as a key internal voice of the Commercial customer to inform go-to-market strategy, product feedback loops, and service delivery improvements


• Lead or contribute to cross-functional projects and strategic initiatives focused on enhancing renewal outcomes and customer retention

Required Qualifications:

• 10+ years of experience in SaaS renewals, sales, customer success, or account management roles


• 5+ years of leadership experience managing high-performing sales or renewals teams


• Proven expertise negotiating complex enterprise renewal agreements ($1M+), with a high degree of integrity and independence


• Strong ability to tactfully close deals while balancing customer needs and business outcomes


• Track record of successfully implementing and optimizing renewal sales processes


• Experience hiring, mentoring, and developing individual contributors to achieve professional growth and business impact


• Strong organizational skills and attention to detail, with the ability to prioritize and execute effectively in a fast-paced environment


• Clear, confident communicator with strong oral, written, and presentation skills


• Demonstrated ability to manage high workloads, meet deadlines, and maintain professionalism under pressure


• Familiarity with Salesforce or similar CRM tools (preferred but not required)

Okta's Top 5 Core Leadership Competencies are part of the deeply ingrained principles that guide all of our company's actions. They also align strongly to our cultural cornerstones, our Okta values: love our customers, empower our people, never stop innovating, act with integrity, and maintain transparency. It's our expectation that our managers and leaders embody these core competencies:

• Builds Effective Teams: Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.


• Demonstrates Self-Awareness (EQ): Using a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses.


• Develops Talent: Developing people to meet both their career goals and the organization's goals.


• Drives Results: Consistently achieving results, even under tough circumstances.


• Strategic Mindset: Seeing ahead to future possibilities and translating them into breakthrough strategies.

#LI-Remote

Below is the annual On Target Compensation (OTE) range for candidates located in California, Colorado, 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: .

The annual OTE range for this position for candidates located in California, Colorado, New York, and Washington is between:

$214,000 — $322,000 USD

What you can look forward to as a Full-Time Okta employee!

• Amazing Benefits


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• Developing Talent and Fostering Connection + Community at Okta

Okta cultivates a dynamic work environment, providing the best tools, technology and benefits to empower our employees to work productively in a setting that best and uniquely suits their needs. Each organization is unique in the degree of flexibility and mobility in which they work so that all employees are enabled to be their most creative and successful versions of themselves, regardless of where they live. Find your place at Okta today! roles may require travel to one of our office locations for in-person onboarding.

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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