Senior Director, Deal Strategy and Pricing
Overview
We are seeking a Senior Director, Deal Strategy and Pricing to lead our global deal strategy function and partner closely with Sales, Finance, and cross-functional teams to structure and execute customer transactions. This role sits at the center of revenue execution. You will help shape deal strategy, ensure pricing discipline, and improve how opportunities move from quote to close. You will also play a key role in transforming the function through improved workflows, automation, and AI-enabled capabilities. This is an opportunity to step into a highly visible role and modernize how deal strategy operates within a scaling SaaS business.
What You Will Do
Partner with Sales to drive deal outcome
Advises on deal structuring, pricing, and commercial strategy
Supports non-standard deals while maintaining strong pricing discipline
Helps Sales teams move deals forward efficiently while maintaining appropriate controls
Improves how deals flow through the business
Establishes clear, risk-based review processes based on deal size and complexity
Reduces friction and cycle time in the deal process
Improves consistency across deal approval and execution
Transforms the function through automation and AI
Identifies opportunities to streamline and automate manual deal review activities
Introduces AI-enabled tools and workflows to support faster, more consistent decision-making
Pairs with systems teams to optimize CPQ, CRM, and related platforms
Generates insight that improves the business
Analyzes deal and pricing trends across regions, industries, and sales teams
Provides actionable insights that inform pricing strategy and sales behavior
Contributes to refining ideal customer profiles and go-to-market strategy
Leads and develops a high-performing team
Manages and develops a team of deal strategy professionals (currently 4)
Coaches and mentors team members to build capability and ownership
Ensures effective delegation and avoids unnecessary escalation
What You Bring
Experience supporting enterprise sales through deal strategy, pricing, or commercial operations
Strong understanding of pricing, discounting, and deal structuring
Proven ability to partner with Sales and influence deal outcomes
Strong analytical and financial acumen
Experience improving workflows, processes, or operational efficiency
Interest in leveraging automation or AI to scale operations
Familiarity with SaaS or enterprise software business models
Experience with commercial licensing and contract structures
People Leadership Experience
Hiring, coaching, and developing talent
Preferred Experience
Cybersecurity industry experience
Experience in a scaling or private equity-backed environment
Exposure to CPQ or similar sales systems
Why This Role
This is a high-impact opportunity to shape how deal strategy operates within a growing organization. You will have the autonomy to improve processes, introduce new tools, and build a function that directly supports revenue growth.
Why Work For Us
You’re resilient and passionate about securing the Work from Anywhere era. So are we. We’re in search of the best and the brightest – everyone from innovators, sellers and marketers to financers, operators and especially customer relationship managers – we’re looking for top tier talent to help us shape the next decade of security, drive innovation that enables customers with truly disruptive solutions and are dedicated to making a meaningful difference.