Senior Director, Pricing Operations

Sophos; United States; Remote; USD 190,000 - 316,000; Full time

Benefits offered by this job

Remote-first

Volunteer days

Wellbeing programs

Diversity networks

Job summary

Sophos, a global cybersecurity leader, seeks a Senior Director to transform Pricing Operations in the United States. You will build a centralized team, set a cadence, and implement AI-assisted governance to drive pricing decisions across SecOps and Network Security.

You will lead pricing analytics, segment-aware cycles, and a pricing council, ensuring fast, well-communicated decisions to sales and finance.

Qualifications

• Track record building or transforming pricing or revenue operations in a B2B SaaS or technology company.
• Experience leading organizational change: centralizing a distributed function and governance.
• Familiarity with discount governance and competitive pricing intelligence using data/AI tools.
• Strong leadership and communication across sales, finance and executive stakeholders.

Responsibilities

• Design and build a centralized Pricing Operations function with clear ownership of strategy, analytics, and deal support.
• Define and implement a segment-aware pricing cadence with a regular, disciplined cycle.
• Establish a pricing council and governance model with clear rationale and communications.
• Develop AI-assisted digital worker capabilities for pricing analysis to move fast with fewer headcount.
• Provide early visibility into market-moving events and competitor pricing ahead of reviews.
• Partner with the Network Security group to align pricing decisions across SecOps and Network Security.
• Define and report cadence, decision-to-communication time, and discount discipline metrics.

Skills

Pricing leadership

Team building

Strategic pricing

Data-driven decisions

Stakeholder communication

Education

Bachelor's degree in business, finance, economics, or related field

Tools

AI-assisted pricing tools

Pricing analytics

Job description

About Us

Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response.

Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies --- including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats.

Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

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.

In the United States, the base salary for this role ranges from $190,000 to $316,000. In addition to base salary, we offer additional compensation including bonus eligibility and a comprehensive benefits package. A candidate's specific pay within this range will depend on a variety of factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs.

Ready to Join Us?

At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back -- we encourage you to apply.

What's Great About Sophos?

• Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship.
• Our people -- we innovate and create, all of which are accompanied by a great sense of fun and team spirit
• Employee-led diversity and inclusion networks that build community and provide education and advocacy
• Annual charity and fundraising initiatives and volunteer days for employees to support local communities
• Global employee sustainability initiatives to reduce our environmental footprint
• Global fitness and trivia competitions to keep our bodies and minds sharp
• Global wellbeing days for employees to relax and recharge
• Monthly wellbeing webinars and training to support employee health and wellbeing

Our Commitment To You

We're proud of the diverse and inclusive environment we have at Sophos, and we're committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know.

Data Protection

If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. For more information on Sophos' data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos