WatchGuard
Director, Deal Desk & Pricing Operations
Miami, FL · Director · Full-time
Sponsorship not specified$190k-$200kDetected 29 days ago
Network SecuritySalesforceCRMSalesLeadershipCommunicationProblem Solving
About the role
- WatchGuard is a global leader in network security and intelligence, advanced endpoint protection, multi-factor authentication, and secure Wi-Fi.
- WatchGuard is headquartered in Seattle, Washington, with team members working remotely and in offices worldwide.
- Learn more about our company culture at www.watchguard.com/wgrd-careers.
Responsibilities
- 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.
- 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.
- Identify bottlenecks and drive continuous improvement across the quote-to-cash workflow to accelerate deal turnaround while maintaining compliance and control.
- 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.
- 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.
- Maintain and evolve pricing and deal desk policies, approval matrices, and documentation, and lead the pricing governance and committee processes.
- Partner with Sales, Finance, Legal, Product, and Operations leadership to resolve deal and pricing issues and guide go-to-market and packaging decisions.
- Track deal and pricing metrics, approval timelines, win rates, and margin trends, and deliver insights and recommendations to executive leadership.
- Build, lead, and develop a high-performing team across deal desk and pricing operations, ensuring consistent execution, capability growth, and professional development.
Requirements
- 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.
- Ability to attend 4-8 U.S. working hours meetings per week.
- Experience working across time zones and collaborating with international 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.
- Excellent analytical, problem-solving, communication, and executive-presentation skills.
- 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.
Nice to have
- Bachelor's degree in finance, business, economics, or a related field
- MBA or advanced degree a plus.
- Advanced proficiency with CRM and CPQ platforms (Salesforce strongly preferred) and pricing, margin, and analytics tooling.
Compensation
- The base salary range is $190,000-$200,000 per year for full-time employment, exclusive of benefits.
- Your base salary will be determined by your individual skills, education, and experience.
- Hiring at the maximum of the range is not typical in order to allow for future salary growth.
- 10 days of paid annual leave
- 9 days of paid sick time
- 401(k) with employer match
Benefits
- Comprehensive benefits plan including medical, dental, vision, disability, and life insurance
- Healthcare HSA
- HSA with employer contribution
- 10 days of paid annual leave
- Paid parental leave
- Education assistance program
- Dependent Care HSA match
Company info
- We are seeking a strategic and operationally rigorous Director, Deal Desk & Pricing
- Accountability, Community, Belonging, Action, Innovation, and Customer-Centric.
- WatchGuard provides equal employment opportunities for all qualified employees, regardless of their race, color, national origin, religion, ancestry, creed, pregnancy, age, sex, sexual orientation (including gender expression or identity), marital status, mental or physical disability, honorably discharged veteran or military status or any other category protected by federal, state or local laws.
- Our equal employment opportunity (or EEO) policy focuses solely on the talent, hard work, contributions, and actual results achieved by each WatchGuard employee and on the potential of employment candidates to make such contributions.
- We consider focusing on an employee's protected characteristics rather than on talent, hard work, and actual work results to violate our EEO policy.
- As an Equal Opportunity Employer, we are committed to a diverse workforce.
- WatchGuard participates in E-verify.
- WatchGuard is committed to providing reasonable accommodation for qualified individuals with disabilities in our job application procedures.
- Please let us know if you need assistance or accommodation due to a disability.
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This listing is sourced directly from WatchGuard's careers page and normalized into a canonical job model.