Director, GTM Pricing Strategy - Okta

Director, Pricing Strategy

Okta is The World’s Identity Company. We free everyone to safely use any technology—anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart 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.

Okta is seeking a world-class Pricing Strategy leader to identify and drive business growth strategies across the portfolio. This lead will drive the creation of monetization strategy proposals, application of new monetization models, 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. This leader will have team management responsibilities to drive company level initiatives. The person in this role will work across Sales, Go-to-market & Product leadership teams to determine the best monetization strategy as we launch new innovations and optimize our current portfolio. They will drive and maintain the monetization strategy roadmap and 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 leader 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.

Core responsibilities will include:

• Define and launch monetization and go-to-market pricing and discounting strategies that will help Okta scale to $4B+ in revenue
• Drive list to net price realization and optimization strategies across products, services, geos, GTM programs, and routes to market
• Lead company wide priority to drive discount guidance for the field. Define and evaluate Key Performance Indicators to track price realization across geos/ segments, socialize results with Sales leaders and recommend improvements
• Drive cross-sell and up-sell opportunities through bundling and enterprise buying programs (ex. ELAs) that balance portfolio-level simplification with value capture.
• Work closely with leaders in the product management, product marketing, and GTM teams to craft new packaging and pricing strategy proposals, and evaluate and apply new business models and monetization strategies for new and existing product innovations.
• Provide well-reasoned packaging and pricing recommendations to leaders across the organization and the executive team

• Provide targeted in-deal support to the sales team to assist in strategic precedent setting opportunities.

• SME support for pricing enablement and training content for the sales team to help best position pricing conversations with customers.

• Build and manage a team to scale business impact

Required Skills:

• Bachelor’s degree in Computer science, Engineering, Finance, Marketing, Business or an equivalent; MBA preferred.
• 10+ years of experience across strategy consulting, pricing, strategic finance, corporate strategy, deal strategy & value management, ideally at a SaaS or enterprise software company
• 5+ years in a monetization/pricing strategy role with experience managing strategy & execution for pricing waterfalls from list to net prices
• 3+ years of direct people management experience
• Experience using analytics and BI solutions (e.g. Tableau).
• Ability to quickly grasp new product concepts across a variety of technologies, and consistently apply critical and structured thinking to new areas.
• 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.

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