Okta

2 weeks ago

Director, Commercial Strategy & Buying Programs

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI

Last checked: 3 hours agoStatus: Live

Job Summary

Own end-to-end enterprise monetization and commercial purchasing frameworks across Okta and Auth0, defining and scaling Enterprise License Agreements (ELAs), bundling, and channel partner pricing. Lead pricing and competitive deal programs to improve list-to-net realization and market displacement. Partner with Sales, Renewals, Product, Product Marketing, Partners, and Operations to craft packaging and pricing proposals, align executives, and equip the field with pricing enablement playbooks and battlecards.

Location: Bellevue, San Francisco

Workplace: Hybrid

Employment Type: Full time

Job Function: Strategy & Corporate Development

Seniority: Director level

Key Responsibilities

•Define, launch, and scale global Enterprise License Agreements (ELAs) and bundling strategies that simplify transactions and maximize customer lifetime value.
•Set global channel pricing strategies, tiering structures, and discounting frameworks across partner routes to market to ensure margin health and partner motivation.
•Develop competitive, program-level pricing strategies and tactical deal programs (promotions, replacement credits, deal clinics) to help field teams win key transactions.
•Drive list-to-net price realization and optimization across products, services, geos, GTM programs, and routes to market.
•Act as a pricing enablement SME by building training resources, sales playbooks, and battlecards; provide in-deal support and strategic thought leadership.

Pay and Benefits

Salary: USD 200,000 - 275,000 annually

Equity and Bonus:Equity

Perks:Health InsuranceDentalVision401kFlexible SpendingPaid Leave

Key Requirements

•Bachelor’s degree in Computer Science, Engineering, Finance, Marketing, Business or equivalent; MBA preferred.
•10+ years of experience across strategy consulting, pricing, strategic finance, corporate strategy, and deal strategy/value management in SaaS or enterprise software.
•5+ years in a monetization/pricing strategy role managing strategy and execution for pricing waterfalls, enterprise buying programs (ELAs), or channel partner pricing models.
•Experience using analytics and BI solutions (e.g. Tableau).
•Proven leadership with exceptional communication and executive presence; ability to drive complex, cross-functional initiatives.

Experience:10+ yearsSaaSEnterprise software

Education:Bachelor's

Skills:LeadershipCommunicationExecutive presenceCross-functional collaborationStructured thinking

Languages:English

Tech Stack:Tableau

Company Brief

Okta

Provides identity and access management cloud solutions that help organizations secure and manage user authentication, single sign-on, multi-factor authentication, and lifecycle management across applications and devices.

Industry: Cybersecurity

Company Size: Enterprise (1,001+ employees)

Revenue: USD 1B+

Growth: Public Company

Valuation: Public Company (Market Cap in USD)

Funding: IPO / Publicly Listed

Headquarters: San Francisco, United States

Founded: 2009

Website LinkedIn

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Okta

2 weeks ago

Director, Commercial Strategy & Buying Programs

✓ Verified Job

Canonical indexed version, validated from employer's careers page.

Source: Company careers pageValidated by: Fursa AI

Last checked: 3 hours agoStatus: Live

Job Summary

Location: Bellevue, San Francisco

Workplace: Hybrid

Employment Type: Full time

Job Function: Strategy & Corporate Development

Seniority: Director level

Key Responsibilities

•Define, launch, and scale global Enterprise License Agreements (ELAs) and bundling strategies that simplify transactions and maximize customer lifetime value.
•Set global channel pricing strategies, tiering structures, and discounting frameworks across partner routes to market to ensure margin health and partner motivation.
•Develop competitive, program-level pricing strategies and tactical deal programs (promotions, replacement credits, deal clinics) to help field teams win key transactions.
•Drive list-to-net price realization and optimization across products, services, geos, GTM programs, and routes to market.
•Act as a pricing enablement SME by building training resources, sales playbooks, and battlecards; provide in-deal support and strategic thought leadership.

Pay and Benefits

Salary: USD 200,000 - 275,000 annually

Equity and Bonus:Equity

Perks:Health InsuranceDentalVision401kFlexible SpendingPaid Leave

Key Requirements

•Bachelor’s degree in Computer Science, Engineering, Finance, Marketing, Business or equivalent; MBA preferred.
•10+ years of experience across strategy consulting, pricing, strategic finance, corporate strategy, and deal strategy/value management in SaaS or enterprise software.
•5+ years in a monetization/pricing strategy role managing strategy and execution for pricing waterfalls, enterprise buying programs (ELAs), or channel partner pricing models.
•Experience using analytics and BI solutions (e.g. Tableau).
•Proven leadership with exceptional communication and executive presence; ability to drive complex, cross-functional initiatives.

Experience:10+ yearsSaaSEnterprise software

Education:Bachelor's

Skills:LeadershipCommunicationExecutive presenceCross-functional collaborationStructured thinking

Languages:English

Tech Stack:Tableau

Company Brief

Okta

Industry: Cybersecurity

Company Size: Enterprise (1,001+ employees)

Revenue: USD 1B+

Growth: Public Company

Valuation: Public Company (Market Cap in USD)

Funding: IPO / Publicly Listed

Headquarters: San Francisco, United States

Founded: 2009

Website LinkedIn