People Matter

Senior Manager, Pricing Strategy & Analytics



Data Science
San Francisco, CA, USA
Posted on Tuesday, April 16, 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.

Okta is seeking a world-class data analyst/data scientist to drive cross-portfolio pricing and go-to-market business analytics to maximize value capture. Reporting to the Pricing Strategy team, this individual will drive portfolio-level pricing analytics and reporting projects across Geos and lines of business, as well as an execution feedback loop regarding the effectiveness of monetization strategies. This individual will leverage data and insights to drive strategy decision approvals and ensure downstream implementation dependencies are lined up to operationalize.

This role requires strong analytical skills, cross-functional collaboration, and influence 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 teams to translate goals into metrics, synthesize insights from data, and provide recommendations on monetization strategies as we launch new innovations.

As Okta rapidly launches new innovations and expands into new markets, this role is critical to our success. A successful manager in this role will have a combination of skills across analytics, business strategy, communication, influencing, and collaboration.

Core responsibilities will include:

  • Develop reporting and analytics tools and resources to measure the progress of company-wide priority to drive automated discount guidance to the field
  • Conduct deep-dive analysis on 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, and partner centricity into portfolio packaging and pricing strategy proposals through analysis into discount guidance and target price expectations
  • Drive customer cross-sell and up-sell opportunities through analysis and experimentation into 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

Required Skills:

  • Bachelor’s degree in Computer science, Engineering, Finance, Marketing, Business or an equivalent
  • Preferably 5+ years of experience in a combination of the following areas: data science, data analytics, 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, Looker).
  • Significant experience applying advanced analytics to a variety of business situations and a proven ability to synthesize complex data
  • Ability 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


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$202,000 USD
The OTE range for this position for candidates located in the San Francisco Bay area is between:
$150,000$226,000 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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