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.