We are seeking a strategic and operationally rigorous Director, Deal Desk & Pricing Operations to lead three interconnected pillars of our go-to-market engine: deal desk, pricing strategy, and pricing operations. Reporting to the VP, Revenue Systems and Operations, you will own the end-to-end deal process, set and govern global pricing strategy, and build the systems, data, and tooling that operationalize pricing at scale. You will lead and develop a team, partner closely with Sales, Finance, Legal, Product, and Operations leadership, and serve as the senior decision-maker on complex, high-value, and non-standard transactions. This is a critical leadership role in supporting WatchGuard’s channel-driven, two-tier GTM model and global customer base.
- Deal Desk Leadership: Own the global deal desk function and end-to-end deal process — pricing guidelines, discount thresholds, approval matrices, and governance — serving as the senior escalation owner for complex, strategic, and non-standard transactions.
- Process & Cycle-Time Optimization: Identify bottlenecks and drive continuous improvement across the quote-to-cash workflow to accelerate deal turnaround while maintaining compliance and control.
- Pricing Strategy: Define and own WatchGuard’s global pricing strategy across products, packaging, and channel tiers — including list pricing, discounting frameworks, segmentation, and monetization of new and renewal offers.
- Margin & Profitability Management: Set and govern margin targets, model the financial impact of proposed pricing changes, and ensure deals align with profitability and corporate objectives.
- Competitive & Market Pricing: Monitor competitive pricing, market dynamics, and price elasticity to inform pricing decisions and recommend data-driven adjustments to leadership.
- Pricing Operations: Build and run the pricing operations function — price book and rate card management, CPQ configuration, and the workflows that execute pricing changes accurately and at scale.
- Systems, Data & Automation: Partner with IT, Revenue Operations, and Operations to enhance deal desk and pricing tooling (CRM, CPQ), improve data integrity, and drive automation across quote-to-cash.
- Pricing Governance & Policy: Maintain and evolve pricing and deal desk policies, approval matrices, and documentation, and lead the pricing governance and committee processes.
- Cross-Functional Partnership: Partner with Sales, Finance, Legal, Product, and Operations leadership to resolve deal and pricing issues and guide go-to-market and packaging decisions.
- Reporting & Insights: Track deal and pricing metrics, approval timelines, win rates, and margin trends, and deliver insights and recommendations to executive leadership.
- Team Leadership: Build, lead, and develop a high-performing team across deal desk and pricing operations, ensuring consistent execution, capability growth, and professional development.
What You Bring:
- Bachelor’s degree in finance, business, economics, or a related field; MBA or advanced degree a plus.
- 10+ years of experience in GTM finance, deal desk, pricing strategy, pricing operations, revenue operations, or sales operations, including 3+ years directly leading and developing teams.
- Demonstrated ownership of pricing strategy and/or pricing operations — including pricing frameworks, margin and discount governance, and price book/CPQ administration.
- Proven ability to influence, align, and partner with senior cross-functional and executive stakeholders.
- Deep understanding of SaaS and subscription pricing models, packaging and monetization, channel programs, and global two-tier GTM structures.
- Advanced proficiency with CRM and CPQ platforms (Salesforce strongly preferred) and pricing, margin, and analytics tooling.
- Excellent analytical, problem-solving, communication, and executive-presentation skills.
- Ability to attend 4-8 U.S. working hours meetings per week.
- Experience working across time zones and collaborating with international teams.
Bonus If You Have:
- Experience in a high-growth SaaS or subscription-based company with a channel-led, 2-tier distribution, or hybrid GTM model.
- Familiarity with partner/channel sales structures, incentives, and key performance metrics.
- Familiarity with partner incentives, MDF programs, and deal structuring for channel sales.
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
