Sr. Manager Pricing Strategy

San Francisco, CA, United States

Get to know Okta

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 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.

Sr. Manager Pricing Strategy 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 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.

Sr. Manager Pricing Strategy 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 Strategist to identify and drive business growth strategies across the portfolio. This lead will drive the creation of monetization strategy proposals, application of new monetization models, 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 and the ability to deal with ambiguity while building and transforming for scale. The person in this role will work across Sales, Go-to-market & Product leadership teams to determine the right channel pricing strategy, best list to net price optimization strategies, and plans as we launch innovations. They will drive and maintain the monetization strategy roadmap and 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 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.

Core responsibilities will include:

Define and launch monetization and go-to-market pricing and discounting strategies that will help Okta scale to $4B+ in revenue

Design and implement channel pricing strategy, programs, and incentives to drive ARR growth through our partner ecosystem

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 the 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

Required Skills:

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* #Ll-Hybrid

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: $134,000 — $202,000 USD The annual base salary range for this position for candidates located in the San Francisco Bay area is between: $150,000 — $226,000 USD What you can look forward to as an Full-Time Okta employee!

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Completion of the form is entirely voluntary . Whatever your decision, it will not beconsidered in the hiring process or thereafter. Any information that you do provide will be recorded andmaintained in a confidential file.

If you believe you belong to any of the categories of protected veterans listed below, please indicate bymaking the appropriate selection. As a government contractor subject to Vietnam Era Veterans ReadjustmentAssistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreachand positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air servicewho is entitled to compensation (or who but for the receipt of military retired pay would be entitled tocompensation) under laws administered by the Secretary of Veterans Affairs; or a person who was dischargedor released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date ofsuch veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S.military, ground, naval or air service during a war, or in a campaign or expedition for which a campaignbadge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S.military, ground, naval or air service, participated in a United States military operation for which anArmed Forces service medal was awarded pursuant to Executive Order 12985.

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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 18,800 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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