Director, Commercial Strategy & Buying Programs

Okta•San Francisco, WA

3d•Hybrid

About The Position

Secure Every Identity, from AI to Human Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence. This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk. The Pricing Strategy & Ops Team The Pricing Strategy & Ops team owns the end-to-end pricing, packaging, and commercialization of all products across both Okta and Auth0, bringing new innovations to market while continuously optimizing our existing portfolio. We partner closely with Product and GTM teams to design strategic commercial frameworks and own the SKU execution needed to operationalize our business at scale. The Director, Commercial Strategy & Buying Programs Opportunity We are seeking a world-class Pricing & Commercialization leader to design, scale, and drive our enterprise monetization and commercial purchasing frameworks. In this role, you will be the chief architect of Okta's Enterprise License Agreements (ELAs), channel partner pricing structures, and competitive initiatives. You will work across Sales, Renewals, Product Management, Product Marketing, Partners and Operations teams to optimize our monetization strategy and capture market value as Okta continues to scale. This role requires a unique blend of strategic structured thinking, pricing & deal strategy acumen, and cross-functional leadership. You will lead x-functional teams to translate packaging and pricing innovations into high-velocity commercial buying programs that land successfully with customers and the field.

Requirements

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, enterprise buying programs (ELAs), or channel partner pricing models.
Experience using analytics and BI solutions (e.g. Tableau).
Highly adaptable, action-oriented self-starter who can run independently, with the ability to apply structured thinking to new technologies and deliver results in fast-paced environments.
Proven leader with exceptional communication and executive presence, adept at driving complex, cross-functional initiatives and aligning senior leadership on commercial strategies.

Responsibilities

Define, launch and scale global Enterprise License Agreements (ELAs) and bundling strategies that simplify transactions, incentivize multi-product adoption, and maximize customer lifetime value.
Define global channel pricing strategies, tiering structures, and discounting frameworks across key partner routes to market (resellers, MSPs, cloud marketplaces, GSIs, and ISVs) to ensure margin health and partner motivation.
Drive aggressive, program-level competitive pricing strategies and tactical deal programs (e.g., promotions, replacement credits, and deal clinics) to help Field teams win key transactions and systematically displace competitors.
Drive list-to-net price realization and optimization strategies across products, services, geos, GTM programs, and routes to market.
Work closely with leaders across product management, product marketing, and GTM to craft new packaging and pricing strategy proposals, and to evaluate and apply new business models and monetization strategies for new and existing product innovations.
Provide well-reasoned recommendations to leaders across the organization and drive alignment with the executive team.
Provide targeted in-deal support and strategic thought leadership to help the Field best position pricing and develop creative solutions tailored to complex customer use-cases.
Act as the Subject Matter Expert (SME) for pricing enablement, developing comprehensive training resources, sales playbooks, and battlecards that equip the field to confidently navigate pricing conversations and articulate the strategic value of Okta’s commercial offerings.
Operationalize commercial initiatives and buying programs by working closely with Deal Strategy, Technology, and Data & Intelligence teams, ensuring a focus on both high-level strategy and tactical execution.