Director, Pricing and Licensing Operations
SentinelOne
7 days ago
About Us:
SentinelOne is defining the future of cybersecurity through our XDR platform that automatically prevents, detects, and responds to threats in real-time. Singularity XDR ingests data and leverages our patented AI models to deliver autonomous protection. With SentinelOne, organizations gain full transparency into everything happening across the network at machine speed – to defeat every attack, at every stage of the threat lifecycle.
We are a values-driven team where names are known, results are rewarded, and friendships are formed. Trust, accountability, relentlessness, ingenuity, and OneSentinel define the pillars of our collaborative and unified global culture. Were looking for people that will drive team success and collaboration across SentinelOne. If you’re enthusiastic about innovative approaches to problem-solving, we would love to speak with you about joining our team!
What Are We Looking For?
We are looking for a seasoned and strategic Pricing and Licensing Operations Director to be a vital part of our expanding team. This role is crucial for converting our packaging strategies into efficient quoting and billing tools that enhance our go-to-market (GTM) initiatives. The perfect candidate will have a strong grasp of channel pricing models and licensing frameworks, along with a demonstrated ability to work collaboratively across various functions to achieve operational excellence. The Pricing and Licensing Operations Director role is key in reaching the company’s goals for growth and expansion.
As the Pricing and Licensing Operations Director, you will play a key role in driving price optimization across SentinelOne products. This role requires strong cross-functional executive collaboration and influence, along with the ability to deal with ambiguity while building and transforming for scale. The person in this role will work across Sales, Go-to-Market, and Product leadership teams to determine the right channel pricing strategy, best list-to-net price optimization strategies, and plans as we launch innovations. Finally, this lead will be responsible for driving the change management and alignment to ensure that the proposal lands successfully with the field and customers.
This role will drive and maintain the pricing and packaging roadmap, and work with Product Management and Business Applications teams to implement strategic changes within the product and the quote-to-cash systems. The ideal candidate is a well-rounded and resourceful top performer who understands how to drive initiatives across the finish line in a timely and professional manner in a fast-paced, high-growth environment.
What Will You Do?
- Design and Implementation: develop and oversee the implementation of pricing and licensing strategies and changes that align with corporate goals and market demands; translate these strategies into actionable quoting and billing tools for the sales and channel teams
- Cross-Functional Collaboration: collaborate with Product Management, Sales, Finance, and Marketing teams to understand customer needs and market trends, ensuring pricing models are competitive and compliant
- Quoting and Billing Systems: lead the design and enhancement of quoting and billing systems to streamline workflows, improve accuracy, and enhance the customer experience; ensure systems are equipped to handle diverse licensing models and packaging options
- Process Improvement: identify opportunities for process improvements in pricing and licensing operations and implement best practices to enhance efficiency and scalability
- Compliance and Governance: ensure all pricing and licensing operations comply with legal and regulatory requirements, maintaining the integrity and security of data
- Provide Support: support the Sales organizations in complex licensing or pricing requirements driven from customer requests
What Skills and Knowledge Should You Bring?
- Minimum of 5 years of experience in pricing, licensing, or revenue operations within a SaaS environment
- Strong knowledge of SaaS business models, pricing strategies, and licensing frameworks
- 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
- Strong documentation skills
Why Us?
- You will be joining a cutting-edge company, where you will tackle extraordinary challenges and work with the very best in the industry
- 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
locations, a different pay range may apply. If so, this range will be provided to you during the recruiting
process. You can also reach out to the recruiter with any questions.
SentinelOne is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.
SentinelOne participates in the E-Verify Program for all U.S. based roles.