SentinelOne

Director, GTM Pricing – Operations

SentinelOne

full-time

Posted on:

Location Type: Remote

Location: United States

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Salary

💰 $210,000 - $240,000 per year

Job Level

Lead

About the role

  • 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.
  • 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.
  • 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.
  • 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.
  • 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.

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.
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.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
pricing strategyrevenue operationsdynamic pricingpricing analyticsquoting toolsbilling toolsdata analysis methodologieslicense complianceoperational KPIsprocess improvements
Soft Skills
interpersonal skillscommunication skillsproject managementstrategic advisorychange managementcross-functional collaborationbusiness sensepresentation skillsleadershipproblem-solving