Director, GTM Pricing & Operations

SentinelOne•Washington, DC

19h

About The Position

We are looking for a seasoned and strategic GTM Pricing & Operations Director to be a vital part of our expanding team. This role is crucial for converting our packaging strategies into sophisticated Commercial programs, driving visibility and improvements on realized prices and owning the execution of the NPI process . The perfect candidate will have a strong grasp of channel pricing models along with a demonstrated ability to work collaboratively across various functions to achieve operational excellence. As the GTM Pricing & Operations Director, you will play a key role in driving price realization and optimization across SentinelOne products. You will lead the charge on building dynamic pricing capabilities to maximize value capture. The person in this role will work across Sales, Go-to-Market, and operational teams to determine the right commercial programs and channel pricing strategy, best list-to-net price optimization strategies, and lead our NPI process as we launch innovations. Finally, this leader will be responsible for driving the change management and alignment to ensure that these new commercial proposals land successfully with the field and customers. This role will drive and maintain the pricing and packaging roadmap, working with Product Management and Enterprise Applications teams to implement strategic changes within the product and the quote-to-cash systems. The ideal candidate is a well-rounded and resourceful top performer who understands how to drive initiatives across the finish line in a timely and professional manner in a fast-paced, high-growth environment.

Requirements

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.

Responsibilities

Commercial Program Design 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.
Price Realization & Dynamic Pricing 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.
NPI Execution & Operational Excellence 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.
Governance & Risk Management 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.
Cross-Functional Leadership & Support 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.

Benefits

Medical, Vision, Dental, 401(k), Commuter, Health and Dependent FSA.
Unlimited PTO.
Industry-leading gender-neutral parental leave.
Paid company holidays.
Paid sick time.
Employee stock purchase program.
Disability and life insurance.
Employee assistance program.
Gym membership reimbursement.
Cell phone reimbursement.
Numerous company-sponsored events including regular happy hours and team-building events.