Director, Commercial Strategy & Buying Programs

Okta; San Francisco (CA); On-site; USD 200,000 - 308,000; Full time

Benefits offered by this job

Health insurance

Dental insurance

Vision insurance

401(k)

Paid time off

Parental leave

Flexible spending account

Job summary

Okta is seeking a world‑class Pricing & Commercialization leader to design, scale, and drive enterprise monetization across products and markets. You will architect Enterprise License Agreements (ELAs), partner pricing, and competitive initiatives, partnering with Sales, Product, and GTM teams to optimize monetization at scale.

You will craft new packaging and pricing models, evaluate innovative business approaches, and provide strategic guidance to senior leaders while building training

Qualifications

• Experience in pricing strategy and deal execution for SaaS/enterprise software.
• Strong analytical skills with data-driven decision making.
• Ability to lead cross-functional initiatives and align executives on commercial strategy.

Responsibilities

• Define and scale global ELAs and bundling strategies to simplify transactions and drive multi‑product adoption.
• Set global channel pricing, tiering, and discounting frameworks across partner routes.
• Lead competitive pricing programs and in‑deal support to win key transactions.

Skills

Pricing strategy

Analytics

Cross-functional leadership

Executive communication

Education

Bachelor’s degree in CS/Engineering/Finance/Marketing/Business

MBA preferred

Tools

Tableau

Job description

Introduction

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. We're all in on this mission. If you are too, let’s talk.

About the Pricing Strategy & Ops Team

The Pricing Strategy & Ops team owns the end‑to‑end pricing, packaging, and commercialization of all products across both Okta and Auth0, bringing new innovations to market while continuously optimizing our existing portfolio. We partner closely with Product and GTM teams to design strategic commercial frameworks and own the SKU execution needed to operationalize our business at scale.

Director, Commercial Strategy & Buying Programs

We are seeking a world‑class Pricing & Commercialization leader to design, scale, and drive our enterprise monetization and commercial purchasing frameworks. In this role, you will be the chief architect of Okta’s Enterprise License Agreements (ELAs), channel partner pricing structures, and competitive initiatives. You will work across Sales, Renewals, Product Management, Product Marketing, Partners and Operations teams to optimize our monetization strategy and capture market value as Okta continues to scale. This role requires a unique blend of strategic structured thinking, pricing & deal strategy acumen, and cross‑functional leadership.

Responsibilities

• Define, launch and scale global Enterprise License Agreements (ELAs) and bundling strategies that simplify transactions, incentivize multi‑product adoption, and maximize customer lifetime value.
• Define global channel pricing strategies, tiering structures, and discounting frameworks across key partner routes to market (resellers, MSPs, cloud marketplaces, GSIs, and ISVs) to ensure margin health and partner motivation.
• Drive aggressive, program‑level competitive pricing strategies and tactical deal programs (e.g., promotions, replacement credits, and deal clinics) to help Field teams win key transactions and systematically displace competitors.
• Drive list‑to‑net price realization and optimization strategies across products, services, geos, GTM programs, and routes to market.
• Work closely with leaders across product management, product marketing, and GTM to craft new packaging and pricing strategy proposals, and to evaluate and apply new business models and monetization strategies for new and existing product innovations.
• Provide well‑reasoned recommendations to leaders across the organization and drive alignment with the executive team.
• Provide targeted in‑deal support and strategic thought leadership to help the Field best position pricing and develop creative solutions tailored to complex customer use‑cases.
• Act as the Subject Matter Expert (SME) for pricing enablement, developing comprehensive training resources, sales playbooks, and battlecards that equip the field to confidently navigate pricing conversations and articulate the strategic value of Okta’s commercial offerings.
• Operationalize commercial initiatives and buying programs by working closely with Deal Strategy, Technology, and Data & Intelligence teams, ensuring a focus on both high‑level strategy and tactical execution.

Qualifications

• Bachelor’s degree in Computer Science, Engineering, Finance, Marketing, Business or an equivalent; MBA preferred.
• 10+ years of experience across strategy consulting, pricing, strategic finance, corporate strategy, deal strategy & value management, ideally at a SaaS or enterprise software company.
• 5+ years in a monetization/pricing strategy role with experience managing strategy & execution for pricing waterfalls, enterprise buying programs (ELAs), or channel partner pricing models.
• Experience using analytics and BI solutions (e.g., Tableau).
• Highly adaptable, action‑oriented self‑starter who can run independently, with the ability to apply structured thinking to new technologies and deliver results in fast‑paced environments.
• Proven leader with exceptional communication and executive presence, adept at driving complex, cross‑functional initiatives and aligning senior leadership on commercial strategies.

Salary & Benefits

Annual base salary range for San Francisco Bay area: $224,000—$308,000 USD. Below is the annual base salary range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington: $200,000—$275,000 USD. Your actual base salary will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable), bonus, and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. More information about our Total Rewards program is available on our website.

EEO Statement

Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws. If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this form to request an accommodation. Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, please view our full NYC AEDT Notice.