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Salary: USD 173,000 - 237,000 / annual
Okta is seeking a Pricing Operations Principal to lead initiatives that transform the company's pricing strategy into successful go-to-market execution. You will serve as an operational leader for new pricing launches and strategic buying-program implementations, establishing integrated roadmaps, operating cadences, decision-making frameworks, readiness criteria, and stakeholder communications required to bring 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 new pricing models. As Okta rapidly launches new innovations and expands into new markets, this role is critical to company success.
Key responsibilities include:
- Drive cross-functional initiatives to transform pricing strategy into successful 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 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 pricing processes and strengthen operational standards
- Develop business requirements for Technology and Data teams to build new SKUs in business systems supporting quoting, invoicing, revenue recognition, and reporting
- Proactively synthesize and communicate status updates, risks, and blockers to leaders and stakeholders
- Partner with GTM teams to assess enablement needs and develop pricing training and field communications
- Serve as subject matter expert on pricing, product configuration, and go-to-market processes
- Actively contribute to team culture by seeking feedback, sharing learnings, and raising operational standards
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)
- At least 5 years leading complex, cross-functional programs or major operational changes such as implementing commercial programs, buying models, or pricing initiatives (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, or pricing initiatives 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, plus 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
- Ideal candidates have experience in high-growth or evolving environments where they built trusted cross-functional relationships, brought structure to ambiguous initiatives, continuously improved processes, and used AI tools to improve efficiency
