Pricing Operations Lead: GTM Orchestrator

Okta; Bellevue (WA); On-site; USD 154,000 - 212,000; Full time

Job summary

Okta is seeking a Pricing Operations Principal to lead the go-to-market pricing agenda, partnering with Pricing Strategy, Product, Legal, Finance, and GTM teams. You will establish roadmaps, readiness criteria, and governance to move pricing launches from concept through launch and sustained adoption.

You will collaborate across functions to evaluate operational impact, design new SKUs in the system, and ensure readiness for quoting, invoicing, revenue recognition, and renewals.

Qualifications

• 10+ years of experience in pricing operations, business operations, or revenue operations.
• 5+ years leading complex, cross-functional programs in SaaS or enterprise software.
• Experience translating strategy into operational plans and launches.
• Ability to drive decisions across multiple stakeholder groups and timelines.
• Strong written and verbal communication with proactive collaboration.

Responsibilities

• Drive cross-functional initiatives to transform pricing strategy into GTM execution.
• Lead operational implementation of buying programs affecting packaging, selling, and billing.
• Collaborate with Pricing, Product, Finance, Legal, GTM, and Technology to plan readiness and launches.
• Navigate ambiguity and align teams to move from concept to launch.
• Drive AI-enabled pricing optimization and improved pricing workflows.
• Develop requirements for technology to support quoting, invoicing, revenue recognition, and renewals.
• Proactively communicate status, risks, and blockers to leaders and stakeholders.
• Partner with GTM to deliver enablement and field communications for launches.
• Serve as SME on pricing and go-to-market processes.
• Contribute to team culture and continuous improvement.

Skills

Pricing operations

Cross-functional leadership

Salesforce CPQ

Jira

Confluence

Pricing strategy

Operational program management

Communication

Education

Bachelor's degree in Business, Finance, Marketing, Computer Science, or related field

Tools

Salesforce CPQ

Jira

Confluence

Job description

Okta is seeking a Pricing Operations Principal to lead the go-to-market pricing agenda, partnering with Pricing Strategy, Product, Legal, Finance, and GTM teams. You will establish roadmaps, readiness criteria, and governance to move pricing launches from concept through launch and sustained adoption.

You will collaborate across functions to evaluate operational impact, design new SKUs in the system, and ensure readiness for quoting, invoicing, revenue recognition, and renewals.