Director, Commercial Renewals

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: