People Matter

Senior Manager, Pricing Operations



San Francisco, CA, USA
Posted on Saturday, February 10, 2024

Get to know Okta

Okta is The World’s Identity Company. We free everyone to safely use any technology—anywhere, on any device or app. Our Workforce and Customer Identity Clouds enable secure yet flexible access, authentication, and automation that transforms how people move through the digital world, putting Identity at the heart 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.

Senior Manager, Pricing Operations (Business Operations)

Okta is seeking a Pricing Operations Senior Manager to drive initiatives that transform Okta’s pricing strategy into successful go-to-market execution. In this role, you will partner with Pricing Strategy Managers, Product Managers, Business Technology, and GTM teams to ensure that Okta’s business is ready to operate with the launch of new product pricing and pricing strategies.

You will play a key role in defining and building Okta’s relatively new Pricing Operations function. The Pricing Operations team is blazing the trail to drive efficiency and scale in the pricing launch process. In this role, you will apply an operational mindset in execution but also flex your strategic skills to optimize and transform our processes, frameworks, artifacts, and pricing policies.

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 Business Technology leads to prepare and maintain Okta’s SKU catalog and support the creation and maintenance of pricing enablement materials for Sales and Go-to-Market teams.

The Pricing Operations role is inherently cross-functional in an environment with many moving pieces. 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, and driving highly collaborative efforts to completion.

As Okta rapidly launches new innovations and expands into new markets, this role is critical to our success.

Core responsibilities will include:

  • Drive cross-functional initiatives to transform pricing strategy into successful go-to-market execution

  • Partner closely with Pricing Strategy Managers, Product, Product Marketing, Legal, Finance, GTM, and Business Technology teams to evaluate the operational impact of pricing initiatives and develop and execute operational readiness plans

  • Drive strategic projects to optimize and automate pricing processes, standards, and engagement frameworks

  • Develop business requirements for Business Technology to build new SKUs in Okta’s business systems to support quoting, invoicing, revenue recognition, and reporting

  • Synthesize and publish status reports to leaders and cross-functional stakeholders for pricing launches

  • 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

Minimum Knowledge, Skills, and Abilities:

  • Bachelor’s degree in Computer science, Engineering, Finance, Marketing, Business or an equivalent

  • Minimum of 5 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

  • A learner mentality with an owner mindset who drives towards outcomes with curiosity and team spirit

  • Ability to quickly grasp new product and business model concepts, 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 execution

  • Exceptional communication and collaboration skills across all levels of an organization

Okta’s Top 5 Core Leadership Competencies are part of the deeply ingrained principles that guide all of our company’s actions. They also align strongly to our cultural cornerstones, our Okta values: love our customers, empower our people, never stop innovating, act with integrity, and maintain transparency. It’s our expectation that our managers and leaders embody these core competencies:
  • Builds Effective Teams: Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.
  • Demonstrates Self-Awareness (EQ): Using a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses.
  • Develops Talent: Developing people to meet both their career goals and the organization’s goals.
  • Drives Results: Consistently achieving results, even under tough circumstances.
  • Strategic Mindset: Seeing ahead to future possibilities and translating them into breakthrough strategies.

#LI-Remote #Ll-GM

Below is the annual On Target Compensation (OTE) range for candidates located in California, Colorado, New York and Washington. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit:

The annual OTE range for this position for candidates located in California, Colorado, New York, and Washington is between:
$134,000$190,000 USD
The OTE range for this position for candidates located in the San Francisco Bay area is between:
$150,000$220,000 USD

What you can look forward to as an Okta employee!

Okta cultivates a dynamic work environment, providing the best tools, technology and benefits to empower our employees to work productively in a setting that best and uniquely suits their needs. Each organization is unique in the degree of flexibility and mobility in which they work so that all employees are enabled to be their most creative and successful versions of themselves, regardless of where they live. Find your place at Okta today!

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. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws. If reasonable accommodation is needed to participate in the job application or interview process, please use this Form to request an accommodation.

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