Director, Pricing and Licensing Operations

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 & Implementation

• Lead the design, development, and execution of pricing and licensing strategies that align with corporate goals and evolving market dynamics
• Translate these strategies into scalable quoting and billing tools, ensuring alignment with sales, channel, and customer requirements

Revenue Optimization & Compliance

• 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

Quoting & Billing Systems Enablement

• Drive the evolution of quoting and billing systems to support diverse licensing models and packaging options
• Ensure systems are optimized for accuracy, workflow efficiency, and an enhanced customer and partner experience

Operational Excellence & Process Improvement

• Identify, design, and implement process improvements to streamline pricing and licensing operations, increasing efficiency, scalability, and time-to-market
• Establish operational KPIs and reporting dashboards to measure impact, surface insights, and continuously refine strategies

Governance & Risk Management

• 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

Cross-Functional Leadership & Support

• 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 pricing and packaging initiatives
• Provide timely guidance and support to Sales in navigating unique customer or partner pricing requirements

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