Senior Director, Pricing Operations

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.

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.

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.

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