Airspace - Head of Pricing
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Requirements
• 8-10+ years of experience in a combination of Pricing, Logistics, Strategy Consulting, and/or Finance. • 3+ years of experience managing a team of analysts or pricing professionals. • Direct experience owning pricing processes in a transactional logistics or high-frequency B2B services environment. • Strong analytical foundation with demonstrated proficiency in data tools (Excel/Sheets, SQL, Python, or BI platforms). • Proven ability to build and operationalize processes end-to-end—from design through cross-functional implementation. • Experience partnering with C-suite and senior leadership as a trusted thought partner on pricing and margin strategy. • Comfort operating in existing systems and infrastructure, with a bias toward improving and extending what exists rather than rebuilding. • Strong cross-functional leadership and coordination skills—this role succeeds through influence, not authority. • Deep understanding of time-critical logistics, B2B operations, and margin economics. • Humble, service-oriented leadership style with a bias toward action and ownership. • MBA or equivalent experience preferred; STEM background a plus given close partnership with technical functions.
Responsibilities
• Pricing Model Ownership • Build and maintain margin estimation models across service lines and geographies, ensuring they accurately predict profitability at the shipment, lane, and account level. • Calibrate models against actual margin performance on a regular cadence, updating inputs and structural assumptions as the business evolves. • Execute market research for new service types and geographies to develop pricing frameworks as Airspace expands into new markets. • Drive medium-term (6–12 month) margin improvement initiatives with accurate sizing of opportunity at the account level. • Cost Governance & Structured Cost Inputs • Partner with Operations and Finance to catalog current cost expectations across service lines, with as much granularity as possible, as structured inputs for pricing models. • Drive cross-functional initiatives and governance processes to formalize cost expectations across driver, airline, and vendor cost categories. • Identify the highest-impact opportunities for cost improvement and partner with operational leadership to create initiatives that address them. • Go/No-Go Recommendation Processes • Build and manage Go/No-Go recommendation processes in partnership with the Commercial team for new logos and expansion opportunities. • Evaluate expected implementation requirements against Airspace’s operational expertise and service capabilities to identify potential execution risks before deals are committed. • Establish safeguarded discounting methodologies and approval workflows that protect margin while supporting Commercial velocity. • Ensure that pricing improvement initiatives and annual rate increases are accurately incorporated into revenue forecasts in coordination with Revenue Operations. • Margin Performance Review • Own the review of margin performance as aligned to pricing model expectations at a regular cadence. • Identify gaps between modeled and actual margin, diagnose root causes, and update model structures or inputs accordingly. • Surface operational changes that could improve margin and partner with relevant stakeholders to drive execution. • Billing Accuracy & Revenue Assurance • Partner with Yield Management Rate Administration and Close-Out functions to ensure all clients are billed with precision against contracted rates and pricing structures. • Establish KPIs for billing accuracy and build exception reporting to identify and resolve discrepancies. • Support the development of well-governed processes that connect pricing decisions to downstream billing execution. • Procurement Support • Procurement Support • Support vendor cost benchmarking, rate analysis, and contract rate management as inputs to the broader pricing function. • Partner with Procurement leadership on cost-side data and analysis that informs vendor negotiations and rate structures. • Cross-Functional Partnership & Automation • Partner closely with Analytics and technical teams to identify and implement scalable automated processes wherever possible. • Extend in-product pricing capabilities in coordination with Product teams. • Support the EVP and senior leadership in strategic negotiations with analysis, modeling, and pricing scenario development.
Benefits
• Salary range: $165K - $180K annual salary with a bonus opportunity • High-quality health, dental, and vision plan options • 401K with company match • Core Values: • We are One Team. We believe we all accomplish more when we are working together. • We are One Team • We make an Impact. We are determined to have a positive influence on our environment, our customers, our industry, and our world. • We make an Impact • We are Passionate. We care deeply about our mission and are not afraid to raise the bar. • We are Passionate • We are Transparent. We pride ourselves on having open, honest, and sincere communication with our team and customers. • We are Transparent • We are Innovative. We never settle and are always striving to improve our product, service, and ourselves. • We are Innovative • From life-saving organs to essential machinery components, Airspace is trusted by the world’s largest companies and most critical healthcare organizations to move their most time-sensitive shipments on time, every time. Our proprietary AI-powered platform is the most advanced of its kind- awarded and protected by multiple patents, it provides speed, reliability, and transparency unrivaled in time-critical logistics. We are thinkers, builders, and doers; from building and deploying AI in the world to assembling a world-class operations team, Airspace is on a hypergrowth trajectory while remaining hyper-focused on the needs of our customers and team members. • With offices in the United States in Carlsbad, CA and in Europe in Amsterdam, Frankfurt, Stockholm, and London, we are rapidly scaling into new markets and industries while continuing to innovate and maximize value for our customers. Backed by leading investors including Telstra, HarbourVest, Prologis, Qualcomm, Defy, and others, Airspace has raised $140M to date. • Airspace 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. Additionally, Airspace participates in the E-Verify program for all locations. • For this role the acquisition of recruitment agencies is not appreciated, thank you for your understanding.
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