Director, Commercial Strategy & Buying Programs

Responsibilities

• Define, launch and scale global Enterprise License Agreements (ELAs) and bundling strategies that simplify transactions, incentivize multi-product adoption, and maximize customer lifetime value.
• Define global channel pricing strategies, tiering structures, and discounting frameworks across key partner routes to market (resellers, MSPs, cloud marketplaces, GSIs, and ISVs) to ensure margin health and partner motivation.
• Drive aggressive, program-level competitive pricing strategies and tactical deal programs (e.g., promotions, replacement credits, and deal clinics) to help Field teams win key transactions and systematically displace competitors.
• Drive list-to-net price realization and optimization strategies across products, services, geos, GTM programs, and routes to market.
• Work closely with leaders across product management, product marketing, and GTM to craft new packaging and pricing strategy proposals, and to evaluate and apply new business models and monetization strategies for new and existing product innovations.
• Provide well-reasoned recommendations to leaders across the organization and drive alignment with the executive team.
• Provide targeted in-deal support and strategic thought leadership to help the Field best position pricing and develop creative solutions tailored to complex customer use-cases.
• Act as the Subject Matter Expert (SME) for pricing enablement, developing comprehensive training resources, sales playbooks, and battlecards that equip the field to confidently navigate pricing conversations and articulate the strategic value of Okta’s commercial offerings.
• Operationalize commercial initiatives and buying programs by working closely with Deal Strategy, Technology, and Data & Intelligence teams, ensuring a focus on both high-level strategy and tactical execution.

Requirements

• Bachelor’s degree in Computer Science, Engineering, Finance, Marketing, Business or an equivalent; MBA preferred.
• 10+ years of experience across strategy consulting, pricing, strategic finance, corporate strategy, deal strategy & value management, ideally at a SaaS or enterprise software company.
• 5+ years in a monetization/pricing strategy role with experience managing strategy & execution for pricing waterfalls, enterprise buying programs (ELAs), or channel partner pricing models.
• Experience using analytics and BI solutions (e.g. Tableau).
• Highly adaptable, action-oriented self-starter who can run independently, with the ability to apply structured thinking to new technologies and deliver results in fast-paced environments.
• Proven leader with exceptional communication and executive presence, adept at driving complex, cross-functional initiatives and aligning senior leadership on commercial strategies.

Nice-to-Haves

• MBA preferred.
• Experience at a SaaS or enterprise software company.