Senior. Manager, Pricing Strategy

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