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:
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.
Skills Required
- Bachelor's degree in finance, business, economics, or related field
- MBA or advanced degree
- 10+ years experience in GTM finance, deal desk, pricing strategy, pricing operations, revenue operations, or sales operations with 3+ years managing 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 and align senior cross-functional and executive stakeholders
- Deep understanding of SaaS and subscription pricing models, packaging and monetization, channel programs, and 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 high-growth SaaS or channel-led, two-tier distribution models
- Familiarity with partner incentives, MDF programs, and channel deal structuring
WatchGuard Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about WatchGuard and has not been reviewed or approved by WatchGuard.
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Healthcare Strength — Health coverage is portrayed as comprehensive, including medical, dental, vision, and mental-health support. Feedback suggests plan breadth and quality are a recurring bright spot.
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Parental & Family Support — Caregiver benefits include paid parental leave, backup care, adoption assistance, fertility coverage, and, in some locales, subsidized childcare. Feedback suggests these supports meaningfully enhance the total package for families.
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Leave & Time Off Breadth — Generous PTO and holidays are emphasized alongside options like paid sick time and volunteer time. Feedback suggests time off provisions contribute to a favorable work-life balance.
WatchGuard Insights
What We Do
WatchGuard® Technologies, Inc. is a global leader in unified cybersecurity. Our Unified Security Platform® approach is uniquely designed for managed service providers to deliver world-class security that increases their business scale and velocity while also improving operational efficiency. Trusted by more than 17,000 security resellers and service providers to protect more than 250,000 customers, the company’s award-winning products and services span network security and intelligence, advanced endpoint protection, multi-factor authentication, and secure Wi-Fi. Together, they offer five critical elements of a security platform: comprehensive security, shared knowledge, clarity & control, operational alignment, and automation. The company is headquartered in Seattle, Washington, with offices throughout North America, Europe, Asia Pacific, and Latin America. To learn more, visit WatchGuard.com.
