Pricing Strategy Director

6 days ago

Old Toronto, Ontario, Canada Okta, Inc. Full time
Director, Pricing Strategy

Okta is seeking a seasoned Pricing Strategy leader to drive business growth and identify opportunities for revenue expansion across the portfolio. This role requires a strategic thinker with expertise in pricing strategy, market research, and analytics to develop and execute monetization strategies that align with the company's goals.

The ideal candidate will have a strong background in strategy consulting, pricing, and corporate strategy, with experience managing strategy and execution for pricing waterfalls from list to net prices. They will work closely with cross-functional teams, including product management, product marketing, and go-to-market teams, to determine the best monetization strategy for new innovations and optimize the current portfolio.

Key responsibilities will include:

  • Developing and launching monetization strategies to drive revenue growth and scale to $4B+ in revenue
  • Driving list to net price realization and optimization strategies across products, services, geos, GTM programs, and routes to market
  • Collaborating with leaders in 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
  • Providing well-reasoned packaging and pricing recommendations to leaders across the organization and the executive team
  • Providing 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
  • Building and managing a team to scale business impact

Required skills include:

  • 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

Okta's Top 5 Core Leadership Competencies:

  • Builds Effective Teams
  • Demonstrates Self-Awareness (EQ)
  • Develops Talent
  • Drives Results
  • Strategic Mindset

The annual base salary range for this position for candidates located in the San Francisco Bay area is between: $185,000 — $277,000 USD.

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.

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