AI summary
The Senior Director of Pricing Operations will lead the transformation of the pricing function at Sophos, establishing a centralized team and an AI-assisted governance model to adapt pricing strategies to market changes.
Job Description
Role Summary
Responsibilities
What You Will Do
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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.
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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.
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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.
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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.
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Give senior leadership early visibility into market-moving events, including competitor pricing moves and market disruption, ahead of the standard review cycle.
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Build a strong dotted-line partnership with the Network Security group to keep pricing decisions aligned across SecOps and Network Security.
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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
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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.
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Experience leading organizational change: centralizing a distributed function, standing up new governance, and bringing a business along through the transition.
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Familiarity with discount governance and competitive pricing intelligence, including using data and AI-assisted tools to monitor competitor pricing and discounting patterns.
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Strong people leadership experience, with the ability to build a new team and establish its operating rhythm from the ground up.
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Excellent written and verbal communication skills, with the ability to build conviction for a new way of working across sales, finance, and executive stakeholders.
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Comfortable designing pricing approaches that flex by customer segment and channel, balancing speed and stability where each is needed.
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Bachelor's degree in business, finance, economics, or a related field, or equivalent practical experience.
About the job
- Posted on
- Oct 1, 2026
- Job type
- Full-time
- Location
- United StatesRemote
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