Senior Analyst, Pricing Operations

Role overview

Senior Analyst, Pricing Operations at SentinelOne

Responsibilities

• You will work closely with Advanced Analytics, Deal Desk, Sales Enablement, and GTM Systems to ensure pricing programs are well-run, well-documented, and continuously improving.
• Build and maintain program-specific performance views on top of Advanced Analytics' strategic baselines - including Flex attach rates, deal size distributions, remix frequency, and platform expansion patterns.
• Analyze transactional data to identify price realization trends and anomalies - by segment, route to market, geography, or deal type - and produce structured findings that distinguish systematic execution gaps from one-off exceptions.
• Maintain a running tracker of field feedback across Slack threads, Deal Desk escalations, and stakeholder calls - ensuring patterns are captured and recurring friction points are surfaced with supporting evidence.
• Build and maintain QBR materials for the Pricing Programs team, translating performance data and deal behavior analysis into structured, presentation-ready assets for leadership review.
• Maintain the comprehensive internal Flex guide as the single source of truth for AEs, CSMs, Deal Desk, channel sellers, and new hires - keeping it current as program rules evolve.
• Maintain and refresh field-facing program materials - including the seller cheat sheet, program one-pagers, FAQs, and eligibility summaries - as pricing rules, thresholds, and features change.
• Support the development of sales motion-specific enablement assets - including ICP materials, success story compilations, and deal structuring reference guides - working alongside Enablement and Product Marketing.

Employment details

• Location: Bengaluru [Karnataka] [India; India], India

Application details

• Those who thrive here actively seek out new solutions, experiment thoughtfully, and apply what they learn to drive better, faster, smarter outcomes.

About the employer

• Our Purpose At SentinelOne, we are driven by a clear purpose: to give the advantage to those who secure our future.
• About Us SentinelOne is a company at the intersection of AI and security, pioneering a new operating model for cybersecurity.
• Why SentinelOne?
• SentinelOne participates in the E-Verify Program for all U.S. based roles.

Benefits

• We invest in our Sentinels with comprehensive, competitive benefits designed to support you and your family: Equity & Rewards Restricted Stock Units (RSUs) Employee Stock Purchase Plan (ESPP) Time Off & Wellbeing Competitive leave benefits Gender-neutral parental leave Insurance & Financial Security Medical and insurance benefits Employee Assistance Program (EAP) Work Perks & Flexibility Global home office allowance Internet allowance LinkedIn Learning license Social Connect program Food allowance (Bangalore office) Meal vouchers (Sodexo) Wellness & Lifestyle Health & wellness benefit SentinelOne is proud to be an Equal Employment Opportunity and Affirmative Action employer.

Additional role details

• 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.
• 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.
• 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.
• What Are We Looking For?
• 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.
• As a Senior Analyst, Pricing Programs & Analytics , you will sit at the intersection of commercial program execution and applied pricing analytics.
• You will own the operational mechanics that keep the Flex program running, the feedback loops and documentation that connect field reality to program design, and the deal-level intelligence - performance reporting, price realization analysis, and trend identification - that translates data into decisions.
• What Will You Do?
• Primary responsibilities include : Flex Program Operations & Administration Maintain and administer the day-to-day mechanics of the Flex program - including rule documentation, eligibility criteria, CPQ floor configurations, and Deal Desk guidance - ensuring program parameters are accurately reflected in systems and field-facing materials.
• Own the Flex enhancement roadmap tracker: documenting Fast Follow and Future Enhancement items, tracking owner accountability, sequencing dependencies, and flagging items at risk of slipping across quarters.
• Coordinate cross-functional follow-through on approved enhancement items - tracking progress with IT, CPQ, Deal Desk, and Enablement without driving senior stakeholder conversations directly.
• Produce and maintain requirements documentation for CPQ and system changes - translating approved program changes into clear, executable specifications and coordinating Deal Desk validation once changes are built.
• Program Analytics & Commercial Intelligence Consume outputs from the Pricing Guidance Engine to produce program-level adoption and compliance reporting - tracking how Flex deals align to guidance corridors, where discounting concentrates, and how program participation correlates with deal outcomes such as win rates, deal velocity, and expansion rates.
• Own price waterfall interpretation at the Flex program level - surfacing how Flex deals flow from list to net pocket price, identifying program-specific margin leakage patterns, and feeding findings back to Advanced Analytics.
• Produce deal behavior analysis that connects Flex and commercial program participation to measurable field outcomes - equipping leadership with a clear picture of what the program is doing to deal quality, not just deal volume.
• Participate in the price realization process - measuring the gap between intended list pricing and what is actually collected after discounts, concessions, and program incentives are applied.
• Surface price realization insights that connect to program behavior - identifying how Flex participation and commercial program structures are influencing the spread between list and realized price.
• Field Feedback & Program Intelligence Own the seller and partner feedback collection process - designing and distributing surveys, compiling results, and synthesizing field sentiment into organized summaries that leadership can act on.
• Process Documentation & Enablement Content Own the creation and ongoing maintenance of internal Flex process documentation - including step-by-step flows for remixes, debook/rebook migrations, and common field scenarios - published via Highspot with version control.
• What Skills and Knowledge Will You Bring?
• Ideal candidates will have: 4+ years in pricing programs, revenue operations, sales operations, or a commercial analytics role within a SaaS environment.
• Strong analytical skills with demonstrated ability to build and maintain performance datasets, interpret deal behavior data, and translate outputs into structured, actionable summaries.
• Experience producing and maintaining operational documentation - process flows, program guides, enablement materials - with a track record of keeping content current, version-controlled, and well-organized.
• Familiarity with CPQ systems and commercial program mechanics - including eligibility logic, quoting rules, and discount structures - sufficient to write clear system requirements and validate changes.
• Understanding of SaaS commercial models, including subscription, consumption, and hybrid structures, and how commercial vehicles like Flex operate in a field selling context.
• Proficiency with data tools (Excel, SQL, or BI platforms such as Looker or Tableau) to build program scorecards, deal behavior reports, and performance views on top of existing analytical baselines.
• Comfortable working within an established analytical framework - applying and extending existing models and baselines rather than building the intelligence layer independently.
• Excellent cross-functional communication and coordination skills; able to work effectively with Sales, Deal Desk, Enablement, Advanced Analytics, IT, and Partner teams.
• High attention to detail and strong organizational discipline; able to manage multiple concurrent workstreams without items falling through the cracks.
• Experience in cybersecurity, enterprise software, or platform pricing is a plus.
• Familiarity with tools such as Salesforce or Highspot is a plus.
• 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.
• 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.