Group Manager, Pricing Analytics & Strategy

Okta•Bellevue, WA

58d•Hybrid

About The Position

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. This leader will drive portfolio-level packaging and pricing decisions, discount optimization strategies, and guidance models across products, geographies, and routes to market. They will also design and run pilots to test new pricing programs and strategies, assess impact of ongoing initiatives, and lead customer and field validation for innovation launches and updates. In addition, this role will establish an execution feedback loop to measure the effectiveness of monetization strategies. Leveraging data and insights, this individual will guide strategy decision approvals and ensure downstream implementation dependencies are in place to operationalize effectively. This role requires strong analytical skills, executive-level collaboration and influence, and the ability to navigate ambiguity while building for scale. The leader will partner with Product and GTM leadership to define portfolio monetization strategies for new innovations, then work with Product Management, GTM, and Operations to implement pricing and packaging changes across products and quote-to-cash systems. They will also drive change management and stakeholder alignment to ensure successful adoption by the field. 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/ pricing strategy, customer research and market insights, business strategy, analytics, program management, communication, influencing and collaboration.

Requirements

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, ideally at a B2B SaaS company
Experienced using analytics solutions (e.g. Python, SQL), data warehouse platforms (e.g. Snowflake), and BI solutions (e.g. Tableau).
Significant experience applying advanced analytics to diverse business situations, with the proven ability to synthesize complex data and distill results into clear, executive-ready insights and visualizations
Can easily tie data insights with business dynamics to understand and explain the underlying behavior for the observed trends 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.

Nice To Haves

Pricing strategy experience preferred but not required
San Francisco, Seattle, Chicago locations preferred but we encourage qualified remote applicants to apply as well

Responsibilities

Lead company wide priority to drive automated discount guidance to the field
Define and launch go to market pricing and discounting strategies that will 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 through discount guidance and target price expectations
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 help 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