Senior Pricing Analytics + Strategy Manager, Okta
$187-281k
Salary applicable to SF applicants, may vary for other locations. + Bonus
Management platform securing resources from cloud to ground
Be an early applicant
Management platform securing resources from cloud to ground
1001+ employees
Be an early applicant
$187-281k
Salary applicable to SF applicants, may vary for other locations. + Bonus
1001+ employees
Company mission
To improve the connections between people and tools to make companies more productive and secure.
Role
Who you are
- This role requires strong analytical skills, executive-level collaboration and influence, and the ability to navigate ambiguity while building for scale
- Bachelor’s degree in Computer science, Engineering, Finance, Marketing, Business or an equivalent; MBA preferred
- 7+ years of experience across data science, strategy consulting, pricing, strategic finance, business strategy, ideally at a B2B SaaS company
- Experienced using analytics solutions (e.g. Python, SQL), data warehouse platforms (e.g. Snowflake), and BI solutions (e.g. Tableau)
- Significant experience applying advanced analytics to diverse business situations, with the proven ability to synthesize complex data and distill results into clear, executive-ready insights and 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
What the job involves
- Okta’s Pricing Strategy team is seeking a world-class analytics and strategy leader to shape cross-portfolio pricing and go-to-market strategies that maximize value capture
- This leader will drive portfolio-level packaging and pricing decisions, discount optimization strategies, and guidance models across products, geographies, and routes to market
- They will also design and run pilots to test new pricing programs and strategies, assess impact of ongoing initiatives, and lead customer and field validation for innovation launches and updates. In addition, this role will establish an execution feedback loop to measure the effectiveness of monetization strategies
- Leveraging data and insights, this individual will guide strategy decision approvals and ensure downstream implementation dependencies are in place to operationalize effectively
- The leader will partner with Product and GTM leadership to define portfolio monetization strategies for new innovations, then work with Product Management, GTM, and Operations to implement pricing and packaging changes across products and quote-to-cash systems
- They will also drive change management and stakeholder alignment to ensure successful adoption by the field
- A successful leader in this role will have a combination of skills across product/ pricing strategy, customer research and market insights, business strategy, analytics, program management, communication, influencing and collaboration
- 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 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 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
Our take
Okta started off as an identity company where organisations, large and small, could tap into the company to have a single sign-on interface to access all cloud applications now centralised. Okta has since expanded to provide identity management at the device as well as the server level.
The new approach towards network security is increasingly based on identification and authentication, and Okta is on track to become the go-to vendor in the space. They aim to do so by developing products that enable people to access applications and other tools more smoothly and securely than ever before.
Okta has taken strides towards expansion through significant employee growth and shuffling executive leadership. The company has also made lateral moves such as tackling governance concerns, opening up new paths for revenue.
Freddie
Company Specialist at Welcome to the Jungle
Insights
19% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Sep 2015
$75m
SERIES F
Jun 2014
$75m
SERIES E
Total funding: $229.3m
Company benefits
- Work from home opportunities
- Health + Wellness
- Financial Benefits
- Pay + Incentives
- Time Off
- Everyday Living
- Resources
Company HQ
The East Cut, San Francisco, CA
Leadership
Todd McKinnon
(CEO)VP of Development at Salesforce.com and has nearly a decade of experience in various engineering and leadership roles at PeopleSoft.
Frederic Kerrest
(Vice Chairman)Worked in Sales and Business Development at Salesforce.com, and previously co-founded high-tech consulting firm Meridian Global Solutions.
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