Director, Deal Desk & Pricing Operations

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.

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.
 

Why Work for WatchGuard?

WatchGuard is a global leader in network security and intelligence, advanced endpoint protection, multi-factor authentication, and secure Wi-Fi. Our award-winning products and services are trusted worldwide by more than 18,000 security resellers and service providers to protect more than 250,000 customers. Our technology keeps our customers ahead of increasingly sophisticated hackers and has fueled record revenues at WatchGuard.

WatchGuard is headquartered in Seattle, Washington, with team members working remotely and in offices worldwide.

Our company culture places an intense focus on our customers and employees. From the newest employee to our CEO, you'll find that each person at WatchGuard embodies our Core Values: Accountability, Community, Belonging, Action, Innovation, and Customer-Centric. Learn more about our company culture at www.watchguard.com/wgrd-careers.

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.

 

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.

 

U.S. Benefits

·       Comprehensive benefits plan including medical, dental, vision, disability, and life insurance

·       Healthcare HSA

·       HSA with employer contribution

·       10 paid holidays

·       10 days of paid annual leave

·       9 days of paid sick time

·       Paid parental leave

·       401(k) with employer match

 

Other Perks

·       Education assistance program

·       Dependent Care HSA match

·       Adoption assistance

·       Fertility care support

·       Backup care for family and pets

·       A growing network of employee resource groups

·       Employee referral program

·       Employee Assistance Program