Group Manager, Pricing Analytics

The Opportunity

Okta’s Pricing Strategy team is seeking a world-class Data Scientist/ Analytics 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 the 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.

This role requires strong analytical skills, executive-level collaboration and influence, and the ability to navigate ambiguity while building for scale. 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.

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 analytics, data science, business strategy, customer research and market insights.

Core responsibilities will include:

• Lead company wide priority to drive automated discount guidance program. This entails managing the guidance engine and making adjustments based on trends and qualitative feedback
• 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 and customer centricity into portfolio packaging 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

Required Skills:

• 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

Note: Bellevue or Chicago are preferred office locations but strong remote candidates will also be considered.

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: