Okta for Developers
Group Manager, Pricing Analytics & Strategy
Okta for Developers, San Francisco, California, United States, 94199
Group Manager, Pricing Analytics & Strategy
Join to apply for the
Group Manager, Pricing Analytics & Strategy
role at
Okta for Developers Overview
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 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. They will establish an execution feedback loop to measure the effectiveness of monetization strategies and, using data and insights, 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 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
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 Ability to tie data insights with business dynamics to understand and explain the underlying behavior for observed trends and take required actions Action-oriented to solve problems and deliver results 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 Leadership Competencies
Builds Effective Teams Demonstrates Self-Awareness (EQ) Develops Talent Drives Results Strategic Mindset Employment Details
Seniority level: Mid-Senior level Employment type: Full-time Job function: Marketing and Sales Industries: Software Development Compensation and Benefits
The annual base salary range varies by location. For the San Francisco Bay Area: USD 187,000–281,000 plus equity (where applicable), bonus, and benefits. For California (excluding SF Bay Area), Colorado, New York, and Washington: USD 167,000–251,000 plus equity (where applicable), bonus, and benefits. Total rewards include health, dental, vision, 401(k), FSA, PTO and parental leave, with details available in Okta’s Total Rewards program. What you can look forward to as a Full-Time Okta employee: Amazing Benefits Making Social Impact Developing Talent and Fostering Connection + Community at Okta Legal and Compliance
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. If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please request an accommodation. Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Personnel and Job Candidate Privacy Notice.
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Join to apply for the
Group Manager, Pricing Analytics & Strategy
role at
Okta for Developers Overview
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 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. They will establish an execution feedback loop to measure the effectiveness of monetization strategies and, using data and insights, 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 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
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 Ability to tie data insights with business dynamics to understand and explain the underlying behavior for observed trends and take required actions Action-oriented to solve problems and deliver results 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 Leadership Competencies
Builds Effective Teams Demonstrates Self-Awareness (EQ) Develops Talent Drives Results Strategic Mindset Employment Details
Seniority level: Mid-Senior level Employment type: Full-time Job function: Marketing and Sales Industries: Software Development Compensation and Benefits
The annual base salary range varies by location. For the San Francisco Bay Area: USD 187,000–281,000 plus equity (where applicable), bonus, and benefits. For California (excluding SF Bay Area), Colorado, New York, and Washington: USD 167,000–251,000 plus equity (where applicable), bonus, and benefits. Total rewards include health, dental, vision, 401(k), FSA, PTO and parental leave, with details available in Okta’s Total Rewards program. What you can look forward to as a Full-Time Okta employee: Amazing Benefits Making Social Impact Developing Talent and Fostering Connection + Community at Okta Legal and Compliance
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. If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please request an accommodation. Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Personnel and Job Candidate Privacy Notice.
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