Airspace - Head of Pricing

• 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.