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SentinelOne · 2 days ago

Director, GTM Pricing & Operations

United States

Full-time

Remote

Director/Executive

$210K/yr - $240K/yr

7+ years exp

SentinelOne is redefining cybersecurity through AI-powered innovation. They are seeking a seasoned GTM Pricing & Operations Director to drive price realization and optimization across their products, while leading commercial program design and cross-functional initiatives.

Artificial Intelligence (AI)Cyber SecurityNetwork SecuritySecurity

Growth Opportunities

No H1B

Responsibilities

Build and scale high-impact commercial programs - including Enterprise License Agreements (ELAs) and Flex/Consumption models - that streamline buying cycles and incentivize platform-wide adoption

Translate pricing strategies into scalable quoting and billing tools, ensuring alignment with sales, channel, and customer requirements

Drive price realization initiatives to minimize discounting and maximize margins, implementing dynamic pricing logic that adjusts to deal parameters and market conditions

Establish operational KPIs and reporting dashboards to measure price realization, adoption of commercial programs (platform adoption), and surface insights to continuously refine strategies

Establish and scale a license compliance function that not only safeguards revenue, but proactively identifies new revenue opportunities through monitoring, alerting, and usage tracking

Partner with Finance and Legal to ensure revenue recognition, licensing enforcement, and contractual compliance standards are consistently met

Own the execution of approved Pricing Committee proposals from SKU creation, to Pricing Configurations to Price List generation and communication

Drive the evolution of quoting and billing systems to support diverse pricing models (Subscription, Consumption, Hybrid) and complex packaging options

Ensure systems are optimized for accuracy, workflow efficiency, and an enhanced customer and partner experience

Identify, design, and implement process improvements to streamline pricing operations, increasing efficiency, scalability, and time-to-market

Ensure all pricing and licensing practices comply with internal policies, global regulations, and audit requirements

Maintain the integrity, transparency, and security of data across all pricing and licensing workflows

Serve as a strategic advisor to Sales, Product, and GTM leaders on complex licensing and pricing scenarios

Lead change management efforts to drive alignment, adoption, and successful rollout of new commercial structures

Provide timely guidance and support to Sales in navigating unique customer or partner pricing requirements

Qualification

Pricing strategyRevenue operationsSaaS business modelsDynamic pricingQuotingBilling toolsData analysis methodologiesBusiness senseInterpersonal skillsCommunication skillsProject management

Required

Minimum of 7 years of experience in pricing strategy, or revenue operations within a SaaS environment

Strong knowledge of SaaS business models, pricing strategies, and licensing frameworks

Experience in managing and implementing GTM programs like ELAs

Proven experience in managing pricing analytics and driving business outcomes; dynamic pricing experience is highly desirable

Proven experience with quoting and billing tools, CRM systems, and data analysis methodologies

Excellent interpersonal and communication skills; ability to present results of complex strategies clearly and to interface with cross-functional teams at all levels of seniority

Strong project management skills, with a track record of managing multiple initiatives concurrently

Solid business sense; understanding of business practices and effective business processes