Head of GTM Pricing

Okta

Location: San Francisco, California

Job Type: Full time

Posted


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 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 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 list to net price optimization strategies and plans as we launch new innovations. 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 leader 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:

  • Drive list to net price realization and optimization strategies across products, services, geos, GTM programs, and routes to market

  • Define and launch monetization and go-to-market pricing and discounting strategies that will help Okta scale to $4B+ in revenue

  • 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

  • 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.

  • Drive cross-sell and up-sell opportunities through bundling and enterprise buying programs (ex. ELAs) that balance portfolio-level simplification with value capture.

  • Provide content inputs for Okta’s official pricing web pages.

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

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

  • 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 the 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.

  • Strong analytical background with experience running and analyzing large financial and customer data.

  • 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.

Okta’s Top 5 Core Leadership Competencies are part of the deeply ingrained principles that guide all of our company’s actions. They also align strongly to our cultural cornerstones, our Okta values: love our customers, empower our people, never stop innovating, act with integrity, and maintain transparency. It’s our expectation that our managers and leaders embody these core competencies:
  • Builds Effective Teams: Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.
  • Demonstrates Self-Awareness (EQ): Using a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses.
  • Develops Talent: Developing people to meet both their career goals and the organization’s goals.
  • Drives Results: Consistently achieving results, even under tough circumstances.
  • Strategic Mindset: Seeing ahead to future possibilities and translating them into breakthrough strategies.

#LI-Remote #Ll-GM

Below is the annual base salary range for candidates located in California, Colorado, 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: https://rewards.okta.com/us.

The annual base salary range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, New York, and Washington is between:$178,000$266,000 USD The annual base salary range for this position for candidates located in the San Francisco Bay area is between: $199,000$299,000 USD

What you can look forward to as an 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! https://www.okta.com/company/careers/.

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 participate in the job application or interview process, 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 Privacy Policy at https://www.okta.com/privacy-policy/.