Pricing Operations Manager at Okta

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. The Global Pricing Operations Team The Pricing Operations team works in a cross-functional, fast-paced, and dynamic environment with many moving pieces and shifting priorities. The team partners with Pricing Strategy Managers, Product Managers,Technology, Data & Intelligence, and various GTM teams to ensure that Okta's business is ready to operate with the launch of new product pricing and pricing strategies. The Pricing Operations Manager Opportunity Okta is seeking a Pricing Operations Manager to drive initiatives that transform Okta's pricing strategy into successful go-to-market execution. A successful person in this role will be a strong collaborator, intensely curious, and supremely organized. They are known for connecting the dots, simplifying complexities, communicating clearly and proactively, and driving highly collaborative efforts to completion, even when the path forward isn't perfectly defined. For pricing launches, you will be the point person to evaluate the operational impact of pricing initiatives across several Okta teams and partner with those teams to build and execute an operational launch readiness plan. You will work closely with our Technology, Data & Intelligence leads for Salesforce and CPQ to prepare and maintain Okta's SKU catalog and support the creation and maintenance of pricing enablement materials for Sales and GTM teams. As Okta rapidly launches new innovations and expands into new markets, this role is critical to our success. What you’ll be doing • Drive cross-functional initiatives to transform pricing strategy into successful go-to-market execution • Collaborate closely with several functions across the company — including Pricing Strategy, Product, Product Marketing, Legal, Finance, GTM, and Technology, Data & Intelligence — to evaluate the operational impact of pricing initiatives, develop operational readiness plans, and execute launches • Navigate ambiguity and fast-moving strategy decisions with confidence, helping the team align quickly and move forward effectively • Continuously assess and re-prioritize workstreams as business needs evolve, maintaining clarity and momentum across multiple concurrent initiatives • Drive strategic projects to optimize and automate pricing processes, standards, and engagement frameworks • Develop business requirements for Technology, Data & Intelligence to build new SKUs in Okta's business systems to support quoting, invoicing, revenue recognition, reporting, and improved transaction processes for Okta's sales teams • Proactively synthesize and communicate status updates, risks, and blockers to leaders and cross-functional stakeholders for pricing launches — not just when asked, but as a consistent habit • Gather GTM team feedback on the quality and effectiveness of pricing enablement and training content; develop new and optimize existing pricing enablement and training content for the sales team • Serve as SME on pricing, product configuration, and go-to-market processes • Actively contribute to team culture by seeking and incorporating feedback, sharing learnings, and helping raise the bar for how the Pricing Operations function operates What you'll bring to the role • Bachelor's degree in Computer Science, Finance, Marketing, Business, or equivalent experience • Minimum of 8 years of experience in a business operations or program management role, ideally at a SaaS or enterprise software company; preferably 2+ years in a pricing operations role • Demonstrated ability to thrive in a fast-paced, high-pressure environment where priorities shift and decisions need to be made quickly with incomplete information • A track record of strong, proactive communication: keeping stakeholders informed, surfacing issues early, and driving alignment across teams with transparency and clarity • A learner mentality with an owner mindset: someone who actively seeks feedback, iterates on their approach, and views challenges as opportunities for growth • Action-oriented with a strong bias toward outcomes: able to solve problems and deliver results in short timeframes • Demonstrated leadership experience driving complex, cross-functional execution, with a collaborative approach that builds trust across teams and levels • Exceptional verbal and written communication skills across all levels of an organization • Proficiency with Salesforce and CPQ, with direct experience supporting or executing system builds (including creating and managing quotable SKUs, custom fields, validation rules, and alert rules to support the quote to cash process), as well as working proficiency across Jira, Google Workspace, and AI/LLM tools to drive operational efficiency and support day-to-day execution. • Experience working within or closely alongside sales-adjacent teams such as Deal Desk, Deal Strategy, GTM Strategy & Operations, or similar functions, with a solid understanding of how sales teams operate, what they need to close deals, and how pricing and operational decisions affect their work. What Will Make You Stand Out • Experience operating in a high-growth or rapidly evolving company environment where structure and process are still being built • A history of building strong cross-functional relationships and earning trust as a reliable, communicative partner, even when delivering difficult updates • Comfort with ambiguity and change, paired with the discipline to bring order and clarity to complex situations • Evidence of continuous improvement mindset: you regularly reflect on what's working, ask for feedback, and find ways to do things better This role demands both strategic thinking and operational excellence, and the resilience and adaptability to succeed when both are needed at the same time. If you do your best work in a collaborative, fast-moving environment and take pride in being the person who keeps things moving forward, we'd love to hear from you. What you can look forward to as an Okta employee! • Amazing Benefits • Making Social Impact • Fostering Diversity, Equity, Inclusion and Belonging at Okta Okta cultivates a dynamic work environment, providing the best tools, technology and benefits to empower our employees to work productively in a setting that best and uniquely suits their needs. Each organization is unique in the degree of flexibility and mobility in which they work so that all employees are enabled to be their most creative and successful versions of themselves, regardless of where they live. Find your place at Okta today! [Upgrade to PRO to see link] Okta is an Equal Opportunity Employer/Affirmative Action 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 participate in the job application or interview process, please use this Form to request an accommodation. Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Privacy Policy at [Upgrade to PRO to see link] ir needs. Each organization is unique in the degree of flexibility and mobility in which they work so that all employees are enabled to be their most creative and successful versions of themselves, regardless of where they live. Find your place at Okta today! [Upgrade to PRO to see link] Okta is an Equal Opportunity Employer/Affirmative Action 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 participate in the job application or interview process, please use this Form to request an accommodation. Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Privacy Policy at [Upgrade to PRO to see link] #LI-HM2 #LI-Hybrid P22030_3425948 Below is the annual base salary range for candidates located in San Francisco Bay Area. 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. To learn more about our Total Rewards program please visit: [Upgrade to PRO to see link] The annual base salary range for this position for candidates located in the San Francisco Bay area is between: $148,000—$185,000 USD The Okta Experience • Supporting Your Well-Being • Driving Social Impact • Developing Talent and Fostering Connection + Community We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one. 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 click here to view our full NYC AEDT Notice. Okta is committed to complying with applicable data privacy and security laws and regulations. For more information, please see our Personnel and Job Candidate Privacy Notice at [Upgrade to PRO to see link]