Senior. Manager, Pricing Strategy

Bellevue, Washington; Chicago, Illinois; 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.

Okta is a vendor neutral, powerful, and extensible platform with a mission to free everyone to safely use any technology - anywhere, on any device or application. Our Workforce and Customer Identity products empower the world’s leading organizations to drive security, efficiency, and growth.

In today's complex digital world, where you must secure not only employees and customers, but also the emerging landscape of AI Agents and non-human identities, Okta provides an Identity Security Fabric. This fabric unifies access, governance, and threat protection, ensuring secure yet flexible experiences.

At Okta, we believe in building a world where Identity belongs to you. We thrive on a variety of perspectives and experiences and are committed to advancing identity security. If this resonates, join us!

The Opportunity

Okta is seeking a world-class Pricing Strategist to identify and drive monetization opportunities across our portfolio. This lead will drive the creation of new product pricing strategies, list to net price optimization strategies and models, identification, and pursuit of new go-to-market growth strategies, quantitative market research and analysis, customer and field validation for innovation launches and updates at Okta. 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 influence along with the ability to deal with ambiguity while building and transforming for scale. The person in this role will partner with Product, Sales, and Go-to-market leadership teams to determine packaging and pricing strategy as we launch innovations. They 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 lead will be responsible for driving 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 person 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.

What you’ll be doing:

  • Define and launch monetization and go-to-market pricing and discounting strategies that will help Okta scale in revenue
  • Design and implement pricing strategy, programs, and incentives to drive ARR growth
  • Develop deep expertise in how customers perceive value from Okta’s products, and how they perceive the product concerning competitive offerings
  • Develop pricing proposals for new product introductions, and refine pricing for existing products based on product, customer, and field inputs, internal deal data, and qualitative and quantitative market research 
  • Drive willingness to pay for research via customer and 3rd party surveys, customer and prospect interviews, and internal data analysis
  • Research, document, and  synthesize competitive offerings and pricing of such
  • Work closely with leaders in the Sales, GTM, Product, and Product Marketing teams to craft new packaging and pricing strategy proposals for new and existing product innovations
  • Collaborate closely with Pricing Operations, Enterprise Launch, Business Technology, Digital, and Legal teams to operationalize pricing decisions.
  • Develop content for Okta’s official pricing website, and with with Digital team to ensure proper localization
  • SME support for pricing enablement and training content for the sales and renewals teams to help best position pricing conversations with customers
  • Provide targeted in-deal support to the sales team to assist in strategic precedent-setting opportunities

What you bring to the role

  • Bachelor’s degree in Computer science, Engineering, Finance, Marketing, Business or an equivalent; MBA preferred.
  • 5+ years of experience across strategy consulting, pricing, strategic finance, corporate strategy, deal strategy & value management, ideally at a SaaS or enterprise software company
  • 2+ years in a value-based monetization/pricing strategy role, applying willingness to pay methodologies, ideally at a SaaS or enterprise software company
  • Strong analytical background with experience using analytics, BI, and CRM solutions (e.g. Tableau, Salesforce, G sheets, Excel).
  • Excellent written and verbal communication skills, ability to synthesize and articulate insights, and align diverse stakeholders on pricing recommendations
  • 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

 

#Ll-GM, #Hybrid

The annual base salary range for this position for candidates located in the San Francisco Bay area is between: $165,000—$247,000 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:$133,000—$199,000 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.

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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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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