Okta for Developers
Senior Pricing Analytics + Strategy Manager
Okta for Developers, San Francisco, California, United States, 94199
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.
The Opportunity 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 also 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. In addition, this role will establish an execution feedback loop to measure the effectiveness of monetization strategies. Leveraging data and insights, this individual will 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 also 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
Experience 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 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 underlying behavior for observed trends and take required actions
Action-oriented to solve problems and get 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
San Francisco, Seattle, Chicago locations preferred but qualified remote applicants are welcome
Compensation and Benefits The annual base salary range varies by location. For candidates located in the San Francisco Bay Area, the range is $187,000–$281,000 USD. For California (excluding SF Bay Area), Colorado, New York, and Washington, the range is $167,000–$251,000 USD. Okta also offers equity (where applicable), bonus, and benefits including health, dental and vision insurance, 401(k), flexible spending account, and paid leave. For more details, see our 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 and community at Okta.
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 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.
Seniority level
Mid-Senior level
Employment type
Full-time
Job function
Business Development and Sales
Industry: Software Development
Disclaimer: Some roles may require travel to office locations for in-person onboarding.
#J-18808-Ljbffr
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.
The Opportunity 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 also 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. In addition, this role will establish an execution feedback loop to measure the effectiveness of monetization strategies. Leveraging data and insights, this individual will 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 also 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
Experience 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 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 underlying behavior for observed trends and take required actions
Action-oriented to solve problems and get 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
San Francisco, Seattle, Chicago locations preferred but qualified remote applicants are welcome
Compensation and Benefits The annual base salary range varies by location. For candidates located in the San Francisco Bay Area, the range is $187,000–$281,000 USD. For California (excluding SF Bay Area), Colorado, New York, and Washington, the range is $167,000–$251,000 USD. Okta also offers equity (where applicable), bonus, and benefits including health, dental and vision insurance, 401(k), flexible spending account, and paid leave. For more details, see our 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 and community at Okta.
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 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.
Seniority level
Mid-Senior level
Employment type
Full-time
Job function
Business Development and Sales
Industry: Software Development
Disclaimer: Some roles may require travel to office locations for in-person onboarding.
#J-18808-Ljbffr