Okta
Overview
Senior Manager, Pricing Strategy at Okta Okta is The World’s Identity Company. We free everyone to safely use any technology, anywhere, on any device or app. We celebrate a variety of perspectives and experiences and value lifelong learners who can contribute to making us better with their unique experiences. 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, and 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 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, and will drive change management to ensure proposals land 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 and 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 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 relative to 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 research via customer and third-party surveys, customer and prospect interviews, and internal data analysis Research, document, and synthesize competitive offerings and pricing Collaborate with Sales, GTM, Product, and Product Marketing to craft new packaging and pricing strategy proposals for new and existing product innovations Work with Pricing Operations, Enterprise Launch, Business Technology, Digital, and Legal teams to operationalize pricing decisions Develop content for Okta’s official pricing website and coordinate with Digital for localization Provide SME support for pricing enablement and training content for the sales and renewals teams Provide targeted in-deal support to the sales team for strategic opportunities What you bring to the role
Bachelor’s degree in Computer Science, Engineering, Finance, Marketing, Business or 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, Google 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 and apply critical and structured thinking Action-oriented with ability to deliver in short timeframes Demonstrated leadership experience driving complex, cross-functional initiatives Excellent communication and collaboration skills across all levels of an organization Location: San Francisco, Chicago, and Bellevue preferred, but qualified remote applicants are encouraged to apply Salary and Benefits
The annual base salary range for this position varies by location: San Francisco Bay Area: $165,000—$247,000 USD California (excluding SF Bay Area), Colorado, New York, and Washington: $133,000—$199,000 USD Actual base salary will depend on factors such as skills, qualifications, experience, and location. Okta offers equity (where applicable), bonus, and benefits including health, dental and vision insurance, 401(k), flexible spending account, and paid leave in accordance with applicable plans and policies. To learn more about our Total Rewards, please visit: https://rewards.okta.com/us. The following are benefits and opportunities you can look forward to as a Full-Time Okta employee: Amazing Benefits Making Social Impact Developing Talent and Fostering Connection and Community at Okta Company and Equal Opportunity
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, or disability. Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, see our Personnel and Job Candidate Privacy Notice at https://www.okta.com/legal/personnel-policy/. If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding, please request an accommodation via the provided form. Note: Some content from the original listing has been condensed and reorganized for clarity while preserving the role’s intent and requirements.
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Senior Manager, Pricing Strategy at Okta Okta is The World’s Identity Company. We free everyone to safely use any technology, anywhere, on any device or app. We celebrate a variety of perspectives and experiences and value lifelong learners who can contribute to making us better with their unique experiences. 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, and 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 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, and will drive change management to ensure proposals land 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 and 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 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 relative to 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 research via customer and third-party surveys, customer and prospect interviews, and internal data analysis Research, document, and synthesize competitive offerings and pricing Collaborate with Sales, GTM, Product, and Product Marketing to craft new packaging and pricing strategy proposals for new and existing product innovations Work with Pricing Operations, Enterprise Launch, Business Technology, Digital, and Legal teams to operationalize pricing decisions Develop content for Okta’s official pricing website and coordinate with Digital for localization Provide SME support for pricing enablement and training content for the sales and renewals teams Provide targeted in-deal support to the sales team for strategic opportunities What you bring to the role
Bachelor’s degree in Computer Science, Engineering, Finance, Marketing, Business or 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, Google 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 and apply critical and structured thinking Action-oriented with ability to deliver in short timeframes Demonstrated leadership experience driving complex, cross-functional initiatives Excellent communication and collaboration skills across all levels of an organization Location: San Francisco, Chicago, and Bellevue preferred, but qualified remote applicants are encouraged to apply Salary and Benefits
The annual base salary range for this position varies by location: San Francisco Bay Area: $165,000—$247,000 USD California (excluding SF Bay Area), Colorado, New York, and Washington: $133,000—$199,000 USD Actual base salary will depend on factors such as skills, qualifications, experience, and location. Okta offers equity (where applicable), bonus, and benefits including health, dental and vision insurance, 401(k), flexible spending account, and paid leave in accordance with applicable plans and policies. To learn more about our Total Rewards, please visit: https://rewards.okta.com/us. The following are benefits and opportunities you can look forward to as a Full-Time Okta employee: Amazing Benefits Making Social Impact Developing Talent and Fostering Connection and Community at Okta Company and Equal Opportunity
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, or disability. Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, see our Personnel and Job Candidate Privacy Notice at https://www.okta.com/legal/personnel-policy/. If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding, please request an accommodation via the provided form. Note: Some content from the original listing has been condensed and reorganized for clarity while preserving the role’s intent and requirements.
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