Pricing Operations Principal

The Global Pricing Operations Team

The Pricing Operations team works in a cross-functional, fast-paced, and dynamic environment with many moving pieces and evolving business needs. The team partners with Pricing Strategy Managers, Product Managers, Technology, Data & Intelligence, and various GTM teams to ensure Okta is operationally ready to bring new product pricing, buying programs, and strategic monetization initiatives to market.

The Pricing Operations Principal Opportunity

Okta is seeking a Pricing Operations Principal to lead 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.

In this role, you will serve as an operational leader for new pricing launches and a strategic buying-program implementation, establishing the integrated roadmap, operating cadence, decision-making framework, readiness criteria, and stakeholder communications required to bring these initiatives from concept through launch and sustained adoption. You will partner closely with senior cross-functional leaders to make complex tradeoffs, resolve dependencies, and ensure the business is ready to sell, quote, contract, provision, bill, recognize revenue, support, and renew under the new model.

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
• Lead the operational implementation of buying programs that will affect how Okta packages, sells, measures, and supports its offerings, driving cross-functional alignment from design through launch and adoption.
• 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 that use AI and other technology tools to optimize and automate pricing processes, strengthen operational standards, and improve cross-functional 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
• Partner with GTM teams to assess enablement needs and develop, deliver, and optimize pricing enablement, training, and field communications for new launches, strategic initiatives, and ongoing pricing changes.
• 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

• 10+ years of relevant experience in pricing operations, business operations, strategic program management, revenue operations, quote-to-cash, commercial operations, Deal Desk, or a related field. This may include experience gained in-house or through management, operations, or implementation consulting.
• At least 5 years leading complex, cross-functional programs or major operational changes, such as implementing a commercial program, buying model, pricing initiative, or related strategic transformation. Experience in a SaaS or enterprise software environment is preferred.
• Experience working with Pricing, Product, Product Marketing, GTM, Finance, Legal, and Technology teams to translate strategy into operational plans, system requirements, enablement, and launch execution.
• Experience implementing a commercial program, buying program, pricing initiative, or other operational change that affects multiple stages of the customer lifecycle, including quoting, contracting, billing, provisioning, reporting, renewals, or customer support.
• Experience with Salesforce CPQ, including system builds involving quotable SKUs, product configuration, custom fields, validation rules, alert rules, and other quote-to-cash capabilities.
• Proficiency with Jira and Confluence for project tracking, documentation, and cross-functional collaboration, along with experience using AI tools to improve processes and automate workflows.
• Experience working with or alongside Deal Desk, Deal Strategy, GTM Strategy & Operations, Sales Operations, or similar teams, with a strong understanding of how pricing and operational decisions affect selling, quoting, contracting, billing, provisioning, renewals, and customer support.
• A track record of bringing structure to complex and ambiguous work, influencing without authority, aligning stakeholders with competing priorities, surfacing risks early, and driving decisions through launch and adoption.
• Strong written and verbal communication skills, along with a proactive, organized, collaborative, and results-oriented approach.
• Bachelor’s degree in Business, Finance, Marketing, Computer Science, or a related field, or equivalent practical experience.

What Will Make You Stand Out

Experience working in a high-growth or evolving environment where you have built trusted cross-functional relationships, brought structure to ambiguous and complex initiatives, continuously improved processes and ways of working, and used AI tools to improve efficiency and effectiveness.

This role is ideal for a senior operator who can turn complex pricing and buying program initiatives into clear plans, align diverse teams, and drive execution from concept through launch and adoption. You will help build durable capabilities that support future pricing and go-to-market transformations at Okta.

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