Pricing Operations Principal

Secure Every Identity from AI to Human

Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence.

This is an opportunity to do career-defining work. Were all in on this mission. If you are too lets talk.

The Pricing Operations team works in a cross-functional fast-paced and dynamic environment with many moving pieces and evolving business needs. The team partners with Pricing Strategy Managers Product Managers Technology Data & Intelligence and various GTM teams to ensure Okta is operationally ready to bring new product pricing buying programs and strategic monetization initiatives to market.

Okta is seeking a Pricing Operations Principal to lead initiatives that transform Oktas pricing strategy into successful go-to-market execution. 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 communicating clearly and proactively and driving highly collaborative efforts to completion even when the path forward isnt perfectly defined.

In this role you will serve as an operational leader for new pricing launches and a strategic buying-program implementation establishing the integrated roadmap operating cadence decision-making framework readiness criteria and stakeholder communications required to bring these initiatives from concept through launch and sustained adoption. You will partner closely with senior cross-functional leaders to make complex tradeoffs resolve dependencies and ensure the business is ready to sell quote contract provision bill recognize revenue support and renew under the new model.

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

• Drive cross-functional initiatives to transform pricing strategy into successful go-to-market execution
• Lead the operational implementation of buying programs that will affect how Okta packages sells measures and supports its offerings driving cross-functional alignment from design through launch and adoption.
• Collaborate closely with several functions across the company including Pricing Strategy Product Product Marketing Legal Finance GTM and Technology Data & Intelligence to evaluate the operational impact of pricing initiatives develop operational readiness plans and execute launches
• Navigate ambiguity and fast-moving strategy decisions with confidence helping the team align quickly and move forward effectively
• Continuously assess and re-prioritize workstreams as business needs evolve maintaining clarity and momentum across multiple concurrent initiatives
• Drive strategic projects that use AI and other technology tools to optimize and automate pricing processes strengthen operational standards and improve cross-functional engagement frameworks.
• Develop business requirements for Technology Data & Intelligence to build new SKUs in Oktas business systems to support quoting invoicing revenue recognition reporting and improved transaction processes for Oktas sales teams
• Proactively synthesize and communicate status updates risks and blockers to leaders and cross-functional stakeholders for pricing launches not just when asked but as a consistent habit
• Partner with GTM teams to assess enablement needs and develop deliver and optimize pricing enablement training and field communications for new launches strategic initiatives and ongoing pricing changes.
• Serve as SME on pricing product configuration and go-to-market processes
• Actively contribute to team culture by seeking and incorporating feedback sharing learnings and helping raise the bar for how the Pricing Operations function operates

• 10 years of relevant experience in pricing operations business operations strategic program management revenue operations quote-to-cash commercial operations Deal Desk or a related field. This may include experience gained in-house or through management operations or implementation consulting.
• At least 5 years leading complex cross-functional programs or major operational changes such as implementing a commercial program buying model pricing initiative or related strategic transformation. Experience in a SaaS or enterprise software environment is preferred.
• Experience working with Pricing Product Product Marketing GTM Finance Legal and Technology teams to translate strategy into operational plans system requirements enablement and launch execution.
• Experience implementing a commercial program buying program pricing initiative or other operational change that affects multiple stages of the customer lifecycle including quoting contracting billing provisioning reporting renewals or customer support.
• Experience with Salesforce CPQ including system builds involving quotable SKUs product configuration custom fields validation rules alert rules and other quote-to-cash capabilities.
• Proficiency with Jira and Confluence for project tracking documentation and cross-functional collaboration along with experience using AI tools to improve processes and automate workflows.
• Experience working with or alongside Deal Desk Deal Strategy GTM Strategy & Operations Sales Operations or similar teams with a strong understanding of how pricing and operational decisions affect selling quoting contracting billing provisioning renewals and customer support.
• A track record of bringing structure to complex and ambiguous work influencing without authority aligning stakeholders with competing priorities surfacing risks early and driving decisions through launch and adoption.
• Strong written and verbal communication skills along with a proactive organized collaborative and results-oriented approach.
• Bachelors degree in Business Finance Marketing Computer Science or a related field or equivalent practical experience.

What Will Make You Stand Out

Experience working in a high-growth or evolving environment where you have built trusted cross-functional relationships brought structure to ambiguous and complex initiatives continuously improved processes and ways of working and used AI tools to improve efficiency and effectiveness.

This role is ideal for a senior operator who can turn complex pricing and buying program initiatives into clear plans align diverse teams and drive execution from concept through launch and adoption. You will help build durable capabilities that support future pricing and go-to-market transformations at Okta.

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