Okta
Senior Pricing Analytics + Strategy Manager – 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.
Okta celebrates a variety of perspectives and experiences. We seek lifelong learners who can make us better with their unique experiences.
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.
Drive portfolio‑level packaging and pricing decisions, discount optimization strategies, and guidance models across products, geographies, and routes to market.
Design and run pilots to test new pricing programs, assess impact of ongoing initiatives, and lead customer & field validation for innovation launches.
Establish an execution feedback loop to measure the effectiveness of monetization strategies.
Guide strategy decision approvals and ensure downstream implementation dependencies are in place to operationalize effectively.
Partner with Product and GTM leadership to define portfolio monetization strategies for new innovations.
Work with Product Management, GTM, and Operations to implement pricing and packaging changes across products and quote‑to‑cash systems.
Drive change management and stakeholder alignment to ensure successful adoption by the field.
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 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.
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 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 at a B2B SaaS company.
Experience using analytics solutions (Python, SQL), data warehouse platforms (Snowflake), and BI solutions (Tableau).
Advanced analytics to diverse business situations, synthesizing complex data into clear executive‑ready insights and visualizations.
Ability to tie data insights with business dynamics to understand underlying behavior and take required actions.
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.
Pricing strategy experience preferred but not required.
Preferred locations: San Francisco, Seattle, Chicago; remote applicants welcome.
Leadership Competencies
Builds Effective Teams.
Demonstrates Self‑Awareness (EQ).
Develops Talent.
Drives Results.
Strategic Mindset.
Benefits
Amazing benefits package including health, dental, vision, 401(k), flexible spending account, paid leave, and parental leave.
Equity (where applicable), bonus and other compensation.
Culture of innovation, empowerment, and transparency.
Compensation Annual base salary range for San Francisco Bay Area: $187,000—$281,000 USD.
Annual base salary range for California (excluding Bay Area), Colorado, Illinois, New York, and Washington: $167,000—$251,000 USD.
Equal Opportunity Employer 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, disability or status as a protected veteran. If reasonable accommodation is needed, please use this form to request an accommodation.
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Okta celebrates a variety of perspectives and experiences. We seek lifelong learners who can make us better with their unique experiences.
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.
Drive portfolio‑level packaging and pricing decisions, discount optimization strategies, and guidance models across products, geographies, and routes to market.
Design and run pilots to test new pricing programs, assess impact of ongoing initiatives, and lead customer & field validation for innovation launches.
Establish an execution feedback loop to measure the effectiveness of monetization strategies.
Guide strategy decision approvals and ensure downstream implementation dependencies are in place to operationalize effectively.
Partner with Product and GTM leadership to define portfolio monetization strategies for new innovations.
Work with Product Management, GTM, and Operations to implement pricing and packaging changes across products and quote‑to‑cash systems.
Drive change management and stakeholder alignment to ensure successful adoption by the field.
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 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.
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 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 at a B2B SaaS company.
Experience using analytics solutions (Python, SQL), data warehouse platforms (Snowflake), and BI solutions (Tableau).
Advanced analytics to diverse business situations, synthesizing complex data into clear executive‑ready insights and visualizations.
Ability to tie data insights with business dynamics to understand underlying behavior and take required actions.
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.
Pricing strategy experience preferred but not required.
Preferred locations: San Francisco, Seattle, Chicago; remote applicants welcome.
Leadership Competencies
Builds Effective Teams.
Demonstrates Self‑Awareness (EQ).
Develops Talent.
Drives Results.
Strategic Mindset.
Benefits
Amazing benefits package including health, dental, vision, 401(k), flexible spending account, paid leave, and parental leave.
Equity (where applicable), bonus and other compensation.
Culture of innovation, empowerment, and transparency.
Compensation Annual base salary range for San Francisco Bay Area: $187,000—$281,000 USD.
Annual base salary range for California (excluding Bay Area), Colorado, Illinois, New York, and Washington: $167,000—$251,000 USD.
Equal Opportunity Employer 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, disability or status as a protected veteran. If reasonable accommodation is needed, please use this form to request an accommodation.
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