Pricing Operations Manager

Okta•San Francisco, CA

1d•Hybrid

About The Position

Okta is seeking a Pricing Operations Manager to drive initiatives that transform Okta's pricing strategy into successful go-to-market execution. A successful person in this role will be a strong collaborator, intensely curious, and supremely organized. They are known for connecting the dots, simplifying complexities, communicating clearly and proactively, and driving highly collaborative efforts to completion, even when the path forward isn't perfectly defined. For pricing launches, you will be the point person to evaluate the operational impact of pricing initiatives across several Okta teams and partner with those teams to build and execute an operational launch readiness plan. You will work closely with our Technology, Data & Intelligence leads for Salesforce and CPQ to prepare and maintain Okta's SKU catalog and support the creation and maintenance of pricing enablement materials for Sales and GTM teams. As Okta rapidly launches new innovations and expands into new markets, this role is critical to our success.

Requirements

Bachelor's degree in Computer Science, Finance, Marketing, Business, or equivalent experience
Minimum of 8 years of experience in a business operations or program management role, ideally at a SaaS or enterprise software company; preferably 2+ years in a pricing operations role
Demonstrated ability to thrive in a fast-paced, high-pressure environment where priorities shift and decisions need to be made quickly with incomplete information
A track record of strong, proactive communication: keeping stakeholders informed, surfacing issues early, and driving alignment across teams with transparency and clarity
A learner mentality with an owner mindset: someone who actively seeks feedback, iterates on their approach, and views challenges as opportunities for growth
Action-oriented with a strong bias toward outcomes: able to solve problems and deliver results in short timeframes
Demonstrated leadership experience driving complex, cross-functional execution, with a collaborative approach that builds trust across teams and levels
Exceptional verbal and written communication skills across all levels of an organization
Proficiency with Salesforce and CPQ, with direct experience supporting or executing system builds (including creating and managing quotable SKUs, custom fields, validation rules, and alert rules to support the quote to cash process), as well as working proficiency across Jira, Google Workspace, and AI/LLM tools to drive operational efficiency and support day-to-day execution.
Experience working within or closely alongside sales-adjacent teams such as Deal Desk, Deal Strategy, GTM Strategy & Operations, or similar functions, with a solid understanding of how sales teams operate, what they need to close deals, and how pricing and operational decisions affect their work.

Nice To Haves

Experience operating in a high-growth or rapidly evolving company environment where structure and process are still being built
A history of building strong cross-functional relationships and earning trust as a reliable, communicative partner, even when delivering difficult updates
Comfort with ambiguity and change , paired with the discipline to bring order and clarity to complex situations
Evidence of continuous improvement mindset: you regularly reflect on what's working, ask for feedback, and find ways to do things better

Responsibilities

Drive cross-functional initiatives to transform pricing strategy into successful go-to-market execution
Collaborate closely with several functions across the company — including Pricing Strategy, Product, Product Marketing, Legal, Finance, GTM, and Technology, Data & Intelligence — to evaluate the operational impact of pricing initiatives, develop operational readiness plans, and execute launches
Navigate ambiguity and fast-moving strategy decisions with confidence, helping the team align quickly and move forward effectively
Continuously assess and re-prioritize workstreams as business needs evolve, maintaining clarity and momentum across multiple concurrent initiatives
Drive strategic projects to optimize and automate pricing processes, standards, and engagement frameworks
Develop business requirements for Technology, Data & Intelligence to build new SKUs in Okta's business systems to support quoting, invoicing, revenue recognition, reporting, and improved transaction processes for Okta's sales teams
Proactively synthesize and communicate status updates, risks, and blockers to leaders and cross-functional stakeholders for pricing launches — not just when asked, but as a consistent habit
Gather GTM team feedback on the quality and effectiveness of pricing enablement and training content; develop new and optimize existing pricing enablement and training content for the sales team
Serve as SME on pricing, product configuration, and go-to-market processes
Actively contribute to team culture by seeking and incorporating feedback, sharing learnings, and helping raise the bar for how the Pricing Operations function operates