Senior Manager, Pricing Strategy

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 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

#Ll-GM

#Hybrid

#Remote

P19588_3264178

The annual base salary range for this position for candidates located in the San Francisco Bay area is between : $165,000—$247,000 USD

Below is the annual base salary range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. Your actual base salary will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable), bonus, and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit :

The annual base salary range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between : $133,000—$199,000 USD

What you can look forward to as a Full-Time Okta employee!

Okta cultivates a dynamic work environment, providing the best tools, technology and benefits to empower our employees to work productively in a setting that best and uniquely suits their needs. Each organization is unique in the degree of flexibility and mobility in which they work so that all employees are enabled to be their most creative and successful versions of themselves, regardless of where they live. Find your place at Okta today!

Some roles may require travel to one of our office locations for in-person onboarding.

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 use this Form to 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