Group Manager, Pricing Analytics & Strategy

Get to know OktaOkta is The World’s Identity Company. We free everyone to safely use any technology, anywhere, on any device or app. Our flexible and neutral products, Okta Platform and Auth0 Platform, provide secure access, authentication, and automation, placing identity at the core 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.

The Opportunity

Okta’s Pricing Strategy team is seeking a world-class data scientist/ strategy leader to drive cross portfolio pricing and go to market business growth strategies to maximize value capture. This lead will drive portfolio level packaging and pricing decisions, discount optimization strategies and guidance models across Products, Geos and RTMs, Enterprise buying programs, customer and field validation for innovation launches and updates as well as an execution feedback loop regarding effectiveness of monetization strategies.. This individual will leverage data & insights to drive strategy decision approvals and ensure downstream implementation dependencies are lined up to operationalize.

This role requires strong analytical skills, cross functional executive collaboration and influencing along with the ability to deal with ambiguity while building and transforming for scale. The person in this role will work across Product and GTM leadership teams to determine the best portfolio & GTM monetization strategies and plans as we launch new innovations. In addition, this leader will work with product management, GTM, Operations teams to implement pricing and packaging changes within the product and the quote to cash systems. Finally, this leader will be responsible to drive the change management and alignment to ensure that the proposal lands successfully with 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 strategy, customer research and market insights, business strategy, analytics, program management, communication, influencing and collaboration.

Core responsibilities will include:

• 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 to $4B+ 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 (suites, bundles, etc.) 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
• Provide content inputs for Okta’s official pricing webpages

Required Skills:

• Bachelor’s degree in Computer science, Engineering, Finance, Marketing, Business or an equivalent; MBA preferred.
• Minimum 5 years of experience in a combination of the following areas: data science, strategy consulting, strategic finance, pricing or business strategy, ideally at a SaaS or enterprise software company.
• Experienced using analytics solutions (e.g. Python, SQL), data wrangling solutions (e.g. datarobot, Alteryx), and BI solutions (e.g. Tableau).
• Significant experience applying advanced analytics to a variety of business situations and a proven ability to synthesize complex data
• Likes to distill complex results or processes into simple, clear 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.
• Pricing strategy experience preferred but not required