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TL;DR
Director, Commercial Strategy & Buying Programs (SaaS): Designing and scaling enterprise licensing agreements, channel pricing structures, and monetization programs for Okta and Auth0 with an accent on packaging, pricing optimization, and competitive deal strategy. Focus on building global buying programs, improving price realization, enabling sales teams, and aligning cross-functional leaders on complex commercial initiatives.
Location: Hybrid role based in Bellevue, Washington, or San Francisco, California
Salary: $224,000–$308,000 USD annual base salary for candidates in California outside the San Francisco Bay Area, Colorado, Illinois, New York, and Washington; an additional range of $200,000–$275,000 USD is listed.
Company
Okta builds identity and access infrastructure that helps organizations securely adopt AI and manage digital identity.
What you will do
- Define, launch, and scale global Enterprise License Agreements and bundling strategies across Okta and Auth0 products.
- Develop channel pricing, tiering, discounting, and partner purchasing frameworks for resellers, MSPs, cloud marketplaces, GSIs, and ISVs.
- Lead competitive pricing programs, promotions, replacement credits, and deal clinics to support field teams and displace competitors.
- Optimize list-to-net price realization across products, geographies, go-to-market programs, and sales channels.
- Partner with Product Management, Product Marketing, Sales, Renewals, Partners, Operations, Deal Strategy, Technology, and Data & Intelligence teams.
- Create pricing enablement resources, sales playbooks, and battlecards while advising executives on commercial strategy.
Requirements
- Bachelor’s degree in Computer Science, Engineering, Finance, Marketing, Business, or an equivalent field; MBA preferred.
- 10+ years of experience in strategy consulting, pricing, strategic finance, corporate strategy, deal strategy, or value management, ideally in SaaS or enterprise software.
- 5+ years in monetization or pricing strategy, including pricing waterfalls, Enterprise License Agreements, or channel partner pricing models.
- Experience with analytics and business intelligence solutions such as Tableau.
- Strong structured-thinking, communication, executive presence, and cross-functional leadership skills.
- Ability to work in the hybrid locations specified for the role.
Culture & Benefits
- Health, dental, and vision insurance.
- 401(k), flexible spending account, paid time off, and parental leave.
- Equity and bonus opportunities where applicable.
- In-person onboarding designed to support connection and impact.
- Global community spanning more than 20 offices.