Director, Deal Desk & Pricing Operations
Regular Full TimeJob Overview
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.
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.
- 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.
- 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.
What You Bring:
Bonus If You Have: