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Director, Pricing

Position Description:

Okta is seeking a world-class pricing professional to lead pricing at Okta. The Director of Pricing will be responsible for overall pricing models, analysis and processes for all products at Okta. This person will own optimizing price points across various markets, and ensuring Okta has operational excellence in the implementation of all pricing decisions.

This role will be heavily collaborative. The person in this role will work across product marketing teams to determine pricing strategy and plans as we launch new products. In addition, this person will work with product management and business operations teams to implement pricing changes within the product and in business systems. Finally, the pricing leader will maintain and drive a pricing roadmap.

As Okta rapidly grows into new markets, this role is critical to our success. A successful person in this role will have a combination of skills across business strategy, analytics, project management, communication and collaboration.

Core responsibilities will include:

  • Collaborate with leaders in sales, marketing, and product organizations to craft new business models, define monetization strategies for new products and optimize existing pricing and packaging.
  • Conduct qualitative and quantitative primary research.
  • Provide well-reasoned pricing change recommendations to product marketing leaders and the executive team.
  • Drive cross-sell and up-sell opportunities through pricing strategies and bundling.
  • Lead pricing changes from approval by the pricing committee through to implementation.
  • Define and evaluate Key Performance Indicators to track pricing performance and enable continuous improvements.
  • Maintain official pricing documentation.
  • Provide in-deal support to the sales team to assist in strategic opportunities and support ramping new sales team members.
  • Build pricing training content for the sales team and train sales on how to approach pricing conversations with customers.

 

Required Skills:

  • Bachelor’s degree in Finance, Marketing, Business or an equivalent; MBA preferred.
  • Minimum of 10 years of experience in strategy consulting, product management, product marketing or corporate strategy, ideally at a SaaS or enterprise software company.
  • Experience managing a team of 2-5 people
  • Ability to quickly grasp new product concepts across a variety of technologies, consistently apply critical and structured thinking to new areas.
  • 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.
  • Personal interest in digital identity
  • Position is based in San Francisco or San Jose

Okta is an Equal Opportunity Employer.

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