GTM Pricing & Operations Director

Details

At SentinelOne, we’re redefining cybersecurity by leveraging AI-powered, data-driven innovation. We seek a seasoned and strategic GTM Pricing & Operations Director to convert packaging strategies into commercial programs, drive price realization, and own execution of the NPI process. This role works closely with Sales, Product, Finance, Legal, and Enterprise Applications to implement pricing and packaging changes in quote-to-cash systems and ensure alignment across the field.

Responsibilities

• Build and scale commercial programs (including Enterprise License Agreements (ELAs) and Flex/Consumption models) to streamline buying cycles and incentivize platform adoption.
• Translate pricing strategies into scalable quoting and billing tools and ensure alignment with sales, channel, and customer requirements.
• Drive price realization initiatives to minimize discounting and maximize margins; implement dynamic pricing logic that adjusts to deal parameters and market conditions.
• Establish operational KPIs and reporting dashboards to measure price realization and adoption of commercial programs (platform adoption) and surface insights to refine strategies.
• Establish and scale a license compliance function to safeguard revenue and identify new revenue opportunities via monitoring, alerting, and usage tracking.
• Partner with Finance and Legal to ensure revenue recognition, licensing enforcement, and contractual compliance.
• Own execution of Pricing Committee proposals from SKU creation, pricing configurations, to price list generation and communication.
• Drive evolution and optimization of quoting and billing systems to support Subscription, Consumption, and Hybrid pricing models and complex packaging options.
• Identify, design, and implement process improvements to streamline pricing operations, increasing efficiency, scalability, and time-to-market.
• Ensure pricing and licensing practices comply with internal policies, global regulations, and audit requirements and maintain data integrity and security across pricing workflows.
• Serve as a strategic advisor to Sales, Product, and GTM leaders on complex licensing and pricing scenarios and lead change management for new commercial structures.

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 managing and implementing GTM programs such as ELAs.
• Proven experience in 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; experience working with quote-to-cash systems and enterprise applications.
• Experience owning NPI-related pricing execution tasks (SKU creation, pricing configuration, price list generation).
• Excellent interpersonal and communication skills; ability to present complex strategies and interface with cross-functional teams at all levels.
• Strong project management skills and track record of managing multiple initiatives concurrently.
• Solid business acumen and understanding of business practices and effective business processes.

Benefits

• Medical, Vision, Dental, 401(k), Commuter, Health and Dependent FSA.
• Unlimited PTO; industry-leading gender-neutral parental leave; paid company holidays and 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.

Compensation

• This U.S. role has a base pay range that will vary based on the location of the candidate. Base Salary Range: $210,000—$240,000 USD.

Other Notes

• SentinelOne participates in the E-Verify Program for all U.S. based roles. SentinelOne is an Equal Employment Opportunity and Affirmative Action employer and does not discriminate on legally protected characteristics.