Senior Director, Pricing Operations

Overview

In this role you will lead the transformation of Sophos's SecOps pricing function, building a centralized team and an AI-assisted governance model. You will define the target operating model, establish cadence, and provide leadership with early visibility of market shifts. The position sits at the intersection of Pricing, Sales, and Finance to ensure pricing decisions stay aligned with both SecOps and Network Security. You will drive a scalable, data-driven approach to pricing in a fast-moving, subscription business.

Pay / Benefits

• remote-first working model
• diversity and inclusion networks
• annual charity and volunteering initiatives
• sustainability initiatives
• wellbeing days
• wellbeing webinars and training

Responsibilities

• Create and centralize a Pricing Operations function with clear ownership of strategy, analytics, and deal support
• Implement a segment-aware pricing cadence with regular, disciplined reviews
• Establish a pricing council and governance with clear rationale and stakeholder communication
• Develop AI-assisted capabilities for competitor pricing, discount analysis, and market alerts to speed decision-making
• Provide early visibility to market-moving events and competitor moves ahead of reviews
• Strengthen alignment with the Network Security group to ensure pricing consistency across teams
• Define and report metrics to prove the model's effectiveness (cadence, decision-to-communication time, discount discipline)

Key requirements

• Experience building or transforming a pricing, revenue operations, or deal desk function in a B2B SaaS or technology company (ideally cybersecurity)
• Track record of leading organizational change and centralizing a distributed function
• Familiarity with discount governance and competitive pricing intelligence using data/AI tools
• Strong people leadership to build and run a new team
• Excellent written and verbal communication for cross-functional adoption
• Ability to design pricing approaches that vary by customer segment and channel
• Bachelor's degree in business, finance, economics, or a related field, or equivalent practical experience

• leadership
• excellent communication
• stakeholder management
• pricing operations
• governance models
• AI-assisted pricing analytics

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