Director, GTM Pricing Strategy

United States

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Okta is The World’s Identity Company. We free everyone to safely use any technology—anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart of business security and growth. 

At Okta, we celebrate a variety of perspectives and experiences. We are not looking for someone who checks every single box, we’re looking for lifelong learners and people who can make us better with their unique experiences. 

Join our team! We’re building a world where Identity belongs to you.

Okta is seeking a world-class pricing strategy leader to identify and drive go to market business growth strategies.  Reporting into the Business Planning Strategy & Ops team, this lead will drive discount optimization strategies and guidance models across Geos and RTMs, enterprise buying programs, customer and field validation for innovation launches and updates as well as an execution feedback loop regarding GTM effectiveness of P&P strategies. They will drive strategy decision approvals and ensure downstream implementation dependencies are lined up to operationalize.

This role requires strong cross functional executive collaboration and influencing along with the ability to deal with ambiguity while building and transforming for scale.  This leader will have virtual team management responsibilities to drive company level automated sales discount guidance priority.  The person in this role will work across GTM leadership teams to determine the best GTM monetization strategy and plans as we launch new innovations. They will drive and maintain the GTM monetization strategy roadmap. In addition, this leader will work with product management and business operations teams to implement pricing and packaging changes within the product and the quote to cash systems. Finally, this leader will be responsible to drive the change management and alignment to ensure that the proposal lands successfully with the field and customers. 

As Okta rapidly launches new innovations and expands into new markets, this role is critical to our success. A successful leader in this role will have a combination of skills across product strategy & management, customer research and market insights, business strategy, analytics, program management, communication, influencing and collaboration.

Core responsibilities will include:

  • Lead company wide priority to drive automated discount guidance to the field
  • Define and launch go to market pricing and discounting strategies that will help Okta scale to $4B+ in revenue
  • Work closely w/ GTM leadership and teams to drive sales, customer, partner centricity into packaging and pricing strategy proposals through discount guidance and target price expectations
  • Develop and maintain discounting optimization strategies and guidance models, GTM programs and promotions across Geos and RTMs.
  • Drive cross-sell and up-sell opportunities through bundling and enterprise buying programs (ex. ELAs) that balance portfolio level simplification with value capture.
  • Define and evaluate Key Performance Indicators to track price realization impacts of packaging and pricing changes for continuous improvements.
  • Analyze and develop waterfall levers to help improve deal level discounting and incentivize desired outcomes
  • Provide content inputs for Okta’s official pricing webpages.
  • SME support for pricing enablement and training content for the sales team to help best position pricing conversations with customers.
  • Provide targeted in-deal support to the sales team to assist in strategic precedent setting opportunities.
  • As team scales, will have opportunity to take a grow into a team management role

Required Skills:

  • Bachelor’s degree in Computer science, Engineering, Finance, Marketing, Business or an equivalent; MBA preferred.
  • Minimum of 2 years of experience (preferably 4) in a GTM monetization/pricing strategy role. May consider candidates with monetization/pricing experience and  a combination of the following areas: strategy consulting, strategic finance or corporate strategy, deal strategy & value management, ideally at a SaaS or enterprise software company to equal 5 years.
  • Ability to quickly grasp new product concepts across a variety of technologies, consistently apply critical and structured thinking to new areas.
  • Strong analytics background with experience running and analyzing statistical based pricing optimization models.
  • Action-oriented to solve problems and get a lot done in short timeframes.
  • Demonstrated leadership experience driving complex, cross-functional initiatives.
  • Exceptional communication and collaboration skills across all levels of an organization. 
  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.


Below is the annual base salary range for candidates located in California, Colorado, 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:   

The annual base salary range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, New York, and Washington is between:$182,000$255,000 USD The annual base salary range for this position for candidates located in the San Francisco Bay area is between: $202,000$283,000 USD

What you can look forward to as an Okta employee!

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!

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