Group Manager, Pricing Analytics & Strategy

Bellevue, Washington; San Francisco, California

Get to know Okta

Okta is The World’s Identity Company. We free everyone to safely use any technology, anywhere, on any device or app. Our flexible and neutral products, Okta Platform and Auth0 Platform, provide secure access, authentication, and automation, placing identity at the core 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.

 

The Opportunity

Okta’s Pricing Strategy team is seeking a world-class analytics and strategy leader to shape cross-portfolio pricing and go-to-market strategies that maximize value capture. This leader will drive portfolio-level packaging and pricing decisions, discount optimization strategies, and guidance models across products, geographies, and routes to market. They will also design and run pilots to test new pricing programs and strategies, assess impact of ongoing initiatives, and lead customer and field validation for innovation launches and updates. In addition, this role will establish an execution feedback loop to measure the effectiveness of monetization strategies. Leveraging data and insights, this individual will guide strategy decision approvals and ensure downstream implementation dependencies are in place to operationalize effectively.

This role requires strong analytical skills, executive-level collaboration and influence, and the ability to navigate ambiguity while building for scale. The leader will partner with Product and GTM leadership to define portfolio monetization strategies for new innovations, then work with Product Management, GTM, and Operations to implement pricing and packaging changes across products and quote-to-cash systems. They will also drive change management and stakeholder alignment to ensure successful adoption by the field. 

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/ pricing strategy, 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 in revenue
  • Work closely with GTM and Product leadership to drive sales, customer, partner centricity into portfolio packaging and pricing strategy proposals through discount guidance and target price expectations
  • Drive customer cross-sell and up-sell opportunities through solution packaging that balances portfolio level simplification with value capture
  • Analyze and develop waterfall levers to help improve deal level discounting and incentivize desired outcomes
  • Assess price realization for different product families to identify and execute on optimization initiatives
  • Connect and align customer maturity models and better together use cases into portfolio packaging, pricing model constructs and enterprise buying programs
  • Provide targeted in-deal support to the sales team to assist in strategic precedent setting opportunities

Required Skills:

  • Bachelor’s degree in Computer science, Engineering, Finance, Marketing, Business or an equivalent; MBA preferred.
  • 7+ years of experience across data science, strategy consulting, pricing, strategic finance, business strategy, ideally at a B2B SaaS company
  • Experienced using analytics solutions (e.g. Python, SQL), data warehouse platforms (e.g. Snowflake), and BI solutions (e.g. Tableau).
  • Significant experience applying advanced analytics to diverse business situations, with the proven ability to synthesize complex data and distill results into clear, executive-ready insights and visualizations
  • Can easily tie data insights with business dynamics to understand and explain the underlying behavior for the observed trends and take required actions 
  • 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. 
  • Pricing strategy experience 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.

 

#Ll-GM, #Hybrid

The annual base salary range for this position for candidates located in the San Francisco Bay area is between: $187,000—$281,000 USD

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: https://rewards.okta.com/us.   

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:$167,000—$251,000 USD

What you can look forward to as a Full-Time 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! https://www.okta.com/company/careers/.

Some roles may require travel to one of our office locations for in-person onboarding.

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Okta
The foundation for secure connections between people and technology

Okta is the leading independent provider of identity for the enterprise. The Okta Identity Cloud enables organizations to securely connect the right people to the right technologies at the right time. With over 7,000 pre-built integrations to applications and infrastructure providers, Okta customers can easily and securely use the best technologies for their business. More than 19,300 organizations, including JetBlue, Nordstrom, Slack, T-Mobile, Takeda, Teach for America, and Twilio, trust Okta to help protect the identities of their workforces and customers.

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