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Salary: USD 154,000 - 212,000 / annual
Okta is seeking a Pricing Operations Principal to lead initiatives that transform pricing strategy into successful go-to-market execution. This is a strategic operational leadership role focused on new pricing launches and buying-program implementation at a high-growth enterprise SaaS company.
You will serve as an operational leader responsible for establishing integrated roadmaps, operating cadences, decision-making frameworks, readiness criteria, and stakeholder communications required to bring pricing and buying 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 across all stages of the customer lifecycle: selling, quoting, contracting, provisioning, billing, revenue recognition, support, and renewals.
Key responsibilities include:
- Drive cross-functional initiatives to transform pricing strategy into go-to-market execution
- Lead operational implementation of buying programs affecting how Okta packages, sells, measures, and supports offerings
- Collaborate with Pricing Strategy, Product, Product Marketing, Legal, Finance, GTM, and Technology/Data & Intelligence teams to evaluate operational impact, develop readiness plans, and execute launches
- Navigate ambiguity and fast-moving strategy decisions, helping teams align quickly and move forward effectively
- Continuously assess and re-prioritize workstreams as business needs evolve
- Drive strategic projects using AI and technology tools to optimize and automate pricing processes
- Develop business requirements for Technology and Data & Intelligence teams to build new SKUs in business systems
- Proactively synthesize and communicate status updates, risks, and blockers to leaders and stakeholders
- Partner with GTM teams to assess enablement needs and develop pricing enablement and training for launches
- Serve as subject matter expert on pricing, product configuration, and go-to-market processes
- Contribute to team culture by seeking feedback, sharing learnings, and raising operational standards
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.
REQUIREMENTS:
- 10+ years of relevant experience in pricing operations, business operations, strategic program management, revenue operations, quote-to-cash, commercial operations, Deal Desk, or related field (including consulting experience)
- At least 5 years leading complex, cross-functional programs or major operational changes such as implementing commercial programs, buying models, pricing initiatives, or strategic transformations (SaaS/enterprise software experience 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 commercial programs, buying programs, pricing initiatives, or operational changes affecting multiple stages of customer lifecycle (quoting, contracting, billing, provisioning, reporting, renewals, support)
- Experience with Salesforce CPQ, including system builds involving quotable SKUs, product configuration, custom fields, validation rules, alert rules, and quote-to-cash capabilities
- Proficiency with Jira and Confluence for project tracking, documentation, and cross-functional collaboration; 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 strong understanding of how pricing and operational decisions affect selling, quoting, contracting, billing, provisioning, renewals, and support
- 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; proactive, organized, collaborative, and results-oriented approach
- Bachelor's degree in Business, Finance, Marketing, Computer Science, or related field, or equivalent practical experience
Stand-out candidates will have experience in high-growth or evolving environments where they 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.
