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.

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.
• Drive aggressive, program-level competitive pricing strategies and tactical deal programs.
• 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.
• 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.
• Act as the Subject Matter Expert (SME) for pricing enablement, developing comprehensive training resources, sales playbooks, and battlecards.
• Operationalize commercial initiatives and buying programs by working closely with Deal Strategy, Technology, and Data & Intelligence teams.

Requirements:

• 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.
• 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.
• Proven leader with exceptional communication and executive presence.

Benefits:

• Health, dental and vision insurance
• 401(k)
• Flexible spending account
• Paid leave (including PTO and parental leave)