Senior Manager, Pricing Operations

<div class="content-intro"><h3>Our Purpose<strong><br></strong></h3> <p>At SentinelOne, we are driven by a clear purpose: to give the advantage to those who secure our future. As AI reshapes how organizations build, operate, and innovate, the responsibility to protect them becomes more critical than ever. When you join SentinelOne, your work helps protect global enterprises, critical infrastructure, and the technologies shaping tomorrow. If you are motivated by meaningful challenges and want your impact to be real, measurable, and global, you will find purpose here.</p> <h3>About Us<strong><br></strong></h3> <p>SentinelOne is a company at the intersection of AI and security, pioneering a new operating model for cybersecurity. Our AI-native platform unifies protection across endpoint, cloud, identity, data, and AI systems to deliver autonomous detection and response with clarity and speed. By combining real-time analytics, intelligent automation, and a unified data foundation, we reduce noise, simplify complexity, and empower security teams to focus on what truly matters.</p> <p>Our teams are builders, problem-solvers, and innovators committed to shaping the future of security. If you are excited to solve hard problems alongside talented, mission-driven people, we invite you to help us build a safer future for humanity.</p> <h3><strong>What Are We Looking For?</strong></h3> <p>We’re looking for people who are relentlessly curious and committed to continuous learning. AI is reshaping every function across our business, and we enable every team member, regardless of role or level, to build fluency in AI tools and concepts. Those who thrive here actively seek out new solutions, experiment thoughtfully, and apply what they learn to drive better, faster, smarter outcomes.</p></div><p>As a Senior Manager, Pricing Operations you will operate as a closed-loop system designed to convert product innovation into scalable, governed revenue. The model runs across two functions: Pricing Strategy, which defines commercial intent—monetization models, packaging structures, and economic guardrails; and GTM Pricing &amp; Operations, which translates strategy into field-ready execution through three teams: Pricing Programs (which manages commercial vehicles such as Flex), Advanced Analytics (which provides the intelligence layer that guides deal behavior at scale), and Pricing Operations (which ensures every approved decision is translated into accurate, enforceable system reality).You will own the execution integrity of the pricing function. This role is the operational backbone that sits between strategic design and field reality—ensuring that what the Pricing Committee approves is exactly what can be configured, quoted, and sold. The ideal candidate brings deep expertise in CPQ pricing configuration, strong people leadership, and a forward-leaning approach to leveraging AI and automation to scale pricing operations.</p> <p>This is a high-impact people leadership role for someone who thrives on building scalable systems, developing talent, closing execution gaps, and making complex pricing decisions operationally real.</p> <p><strong>What Will You Do?</strong></p> <p>Primary responsibilities include<strong>: </strong></p> <ul> <li>NPI Execution &amp; Quote-to-Cash Ownership</li> <li>Own the end-to-end execution of approved Pricing Committee decisions: from SKU creation and pricing configuration through price list publication and field communication.</li> <li>Translate approved commercial blueprints—including packaging logic, entitlements, discount rules, and billing structures—into precise, executable system specifications (BRDs).</li> <li>Drive the build, validation, and deployment of pricing configurations—including SKUs, price books, discount rules, and entitlements—within CPQ, ensuring functional accuracy, edge-case stability, and readiness prior to launch.</li> <li>Support diverse pricing models—subscription, consumption, hybrid, and partner variants—with the technical rigor required for accurate downstream processing.</li> <li>Leverage AI tooling to automate BRD drafting and configuration validation, reducing manual effort and accelerating time-to-market for new pricing launches.</li> <li>Drive the development of a Green Lane standard for NPI execution—defining the commercial constructs that qualify for accelerated, low-friction processing—and use automation to classify proposals against that baseline, so only truly complex changes require heavy operational review.</li> <li>Identify and deploy AI-driven anomaly detection to flag deviations between approved pricing and what is actually being quoted, creating a tighter feedback loop between governance and execution.</li> <li>Governance, Feasibility &amp; Controls</li> <li>Provide early feasibility signals on proposed monetization models during Stage 3 of the Business NPI process, confirming whether proposed approaches can be supported by current or planned systems.</li> <li>Participate in the GTM Ops Council (Stage 4 pre-committee review), producing structured Red/Yellow/Green execution risk assessments that allow the Pricing Committee to make informed go/no-go decisions.</li> <li>Maintain and enforce pricing governance artifacts: approval workflows, exception controls, and policy guardrails aligned to Pricing Committee decisions and Business NPI boundaries.</li> <li>Partner with Finance, Legal, and Revenue Recognition to ensure compliance with internal policies, global regulations, and audit requirements across all pricing and licensing workflows.</li> <li>Enablement &amp; Cross-Functional Collaboration</li> <li>Serve as the primary operational interface between the Pricing organization and GTM systems teams, owning pricing configuration integrity within CPQ and ensuring downstream systems (billing, revenue recognition, enterprise applications) reflect approved pricing decisions accurately.</li> <li>Produce and maintain clear documentation of pricing system behavior to support Sales, Deal Desk, Finance, and GTM teams—and explore AI-assisted self-service tooling that allows field teams to query price books and configuration logic without opening tickets.</li> <li>Partner with Sales Operations and Deal Desk to surface systemic configuration issues and continuously improve quoting workflows.</li> <li>Support change management efforts for new pricing launches, ensuring field teams receive the guidance and documentation required for successful adoption.</li> </ul> <p><strong>What Skills and Knowledge Will You Bring?</strong><strong><br></strong>Ideal candidates will have:</p> <ul> <li>10+ years of overall experience in Pricing, Sales Operations, Revenue Operations, or equivalent roles within a SaaS environment.</li> <li>5+ years owning a Pricing Operations function, with direct accountability for execution quality, team leadership, and operational outcomes.</li> <li>Hands-on experience configuring pricing rules, SKUs, price books, and discount logic within CPQ systems; scoped to pricing configuration rather than broad CPQ ownership.</li> <li>Demonstrated ability to translate complex commercial designs into precise system configurations—SKUs, price books, discount rules, entitlements—with high accuracy.</li> <li>Strong understanding of SaaS pricing and packaging models, including subscription, consumption/usage-based, and hybrid structures.</li> <li>Experience participating in or supporting governance processes (NPI, deal desk, pricing committee workflows) and producing structured execution artifacts (BRDs, validation reports, price lists).</li> <li>Analytical mindset with the ability to identify edge cases, surface execution risk, and recommend pragmatic solutions without reopening strategic decisions.</li> <li>Excellent cross-functional communication skills; able to work effectively with Sales, Finance, Legal, and Engineering at varying levels of seniority.</li> <li>High attention to detail and a track record of managing multiple concurrent execution workstreams in a fast-paced, high-growth environment.</li> <li>Experience in cybersecurity, enterprise software, or platform pricing is a plus.</li> <li>Familiarity with AI tools and workflow automation (e.g., LLM-assisted drafting, automated validation, anomaly detection) and a track record of applying them to reduce manual effort and increase execution quality.</li> </ul> <p><strong>Why SentinelOne?</strong></p> <p>AI is redefining how the world operates and rewriting the rules of security in real time, and SentinelOne was built for this moment. From day one, we architected an AI-native platform designed to operate at machine speed, not as an add-on to legacy systems but as the foundation itself. If you want to build where innovation and impact move together, this is that place.</p> <p>We invest in our Sentinels with comprehensive, competitive benefits designed to support you and your family:</p> <ul> <li> <p><strong>Equity &amp; Rewards</strong></p> <ul> <li>Restricted Stock Units (RSUs)</li> <li>Employee Stock Purchase Plan (ESPP)</li> </ul> <p><strong>Time Off &amp; Wellbeing</strong></p> <ul> <li>Competitive leave benefits</li> <li>Gender-neutral parental leave</li> </ul> <p><strong>Insurance &amp; Financial Security</strong></p> <ul> <li>Medical and insurance benefits</li> <li>Employee Assistance Program (EAP)</li> </ul> <p><strong>Work Perks &amp; Flexibility</strong></p> <ul> <li>Global home office allowance</li> <li>Internet allowance</li> <li>LinkedIn Learning license</li> <li>Social Connect program</li> <li>Food allowance (Bangalore office)</li> <li>Meal vouchers (Sodexo)</li> </ul> <p><strong>Wellness &amp; Lifestyle</strong></p> <ul> <li>Health &amp; wellness benefit</li> </ul> </li> </ul><div class="content-conclusion"><p><span style="font-weight: 400;">SentinelOne is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.</span></p> <p><span style="font-weight: 400;">SentinelOne participates in the E-Verify Program for all U.S. based roles.&nbsp;</span></p></div>