Director, Commercial Strategy & Buying Programs (SaaS)

TL;DR

Director, Commercial Strategy & Buying Programs (SaaS): Designing and scaling enterprise monetization frameworks and commercial buying programs with an accent on Enterprise License Agreements (ELAs) and channel partner pricing models. Focus on driving competitive pricing strategies, optimizing price realization, and leading cross-functional initiatives to capture market value at scale.

Location: Hybrid role based in Bellevue, Washington or San Francisco, California.

Salary: $200,000 – $308,000 USD (depending on location and experience).

Company

Okta is a leading identity and access management company providing neutral infrastructure to secure digital identities for organizations worldwide.

What you will do

• Define and scale global Enterprise License Agreements (ELAs) and bundling strategies to maximize customer lifetime value.
• Develop global channel pricing strategies and discounting frameworks across resellers, MSPs, and cloud marketplaces.
• Drive competitive pricing programs and tactical deal initiatives to displace competitors and win key transactions.
• Optimize list-to-net price realization across products, services, and global markets.
• Collaborate with Product and GTM leadership to craft new packaging and monetization strategies.
• Provide strategic deal support and develop enablement resources to equip the field team.

Requirements

• Must be based in or able to work from Bellevue, WA or San Francisco, CA.
• Bachelor’s degree in Business, Finance, Engineering, or related field; MBA preferred.
• 10+ years of experience in strategy consulting, pricing, or strategic finance within SaaS or enterprise software.
• 5+ years in a monetization or pricing strategy role managing enterprise buying programs.
• Proven leadership experience in driving complex, cross-functional initiatives with executive presence.
• Proficiency in analytics and BI solutions such as Tableau.

Culture & Benefits

• Comprehensive health, dental, and vision insurance.
• 401(k) retirement plan with company contributions.
• Flexible spending accounts (FSA).
• Paid time off (PTO) and parental leave policies.
• Commitment to social impact and fostering a global, connected community.