Senior Director, Pricing Operations

Role Summary

The Senior Director, Pricing Operations will lead the transformation of Sophos's SecOps pricing function: building a centralized team, a disciplined operating cadence, and an AI-assisted governance model that let pricing move at the pace of the market. This is a build role. The Director will design the target operating model, stand up the team and the cadence behind it, and give senior leadership a clear, early view of competitive and market shifts, with a strong dotted line into the Network Security group to keep pricing decisions connected across both businesses.

What You Will Do

• Design and build a centralized Pricing Operations function, bringing pricing work that sits across multiple teams today into one function with clear ownership of strategy, analytics, and deal support.

• Define and implement a segment-aware pricing cadence, replacing episodic reviews with a disciplined, regular cycle, tuned to how fast each part of the business needs to move.

• Stand up a pricing council and governance model so every approved change carries clear rationale, ownership, and advance communication to sales, finance, and customer-facing teams.

• Direct the build-out of AI-assisted digital worker capabilities for competitor pricing analysis, discount analysis, discount depth analysis, and market alerts, so the function operates at pace without growing headcount.

• Give senior leadership early visibility into market-moving events, including competitor pricing moves and market disruption, ahead of the standard review cycle.

• Build a strong dotted-line partnership with the Network Security group to keep pricing decisions aligned across SecOps and Network Security.

• Define and report the metrics that prove the new model is working: cadence adherence, time from decision to communication, and discount discipline.

What You Will Bring

• Track record of building or transforming a pricing, revenue operations, or deal desk function at a B2B SaaS or technology company, ideally in cybersecurity or another subscription-driven business.

• Experience leading organizational change: centralizing a distributed function, standing up new governance, and bringing a business along through the transition.

• Familiarity with discount governance and competitive pricing intelligence, including using data and AI-assisted tools to monitor competitor pricing and discounting patterns.

• Strong people leadership experience, with the ability to build a new team and establish its operating rhythm from the ground up.

• Excellent written and verbal communication skills, with the ability to build conviction for a new way of working across sales, finance, and executive stakeholders.

• Comfortable designing pricing approaches that flex by customer segment and channel, balancing speed and stability where each is needed.

• Bachelor's degree in business, finance, economics, or a related field, or equivalent practical experience.

In the United States, the base salary for this role ranges from $190,000 to $316,000. In addition to base salary, we offer additional  compensation including bonus eligibility and a comprehensive benefits package.  A candidate’s specific pay within this range will depend on a variety of factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs.

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What does remote mean at Sophos?
Sophos supports flexible ways of working, with many roles offered remotely and others working in a hybrid model. For remote roles, you may work remotely within the location specified in the job posting. Candidates must reside in and be authorized to work in that location. Our teams collaborate across locations and time zones, using technology to stay connected and deliver results.

Our Commitment To You

Sophos welcomes applicants with diverse experiences, perspectives, and backgrounds. We believe great ideas come from different ways of thinking, and we are committed to building a workplace where people can contribute, grow, and succeed.

We evaluate all candidates based on job-related skills, qualifications, and experience, and are committed to providing equal employment opportunities consistent with applicable laws and regulations.

If you require a reasonable accommodation during any stage of the recruitment process, please contact [email protected]. Any information shared will be used only for the purpose of evaluating and providing the requested accommodation.