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Global Head of Pricing



Carlsbad, CA, USA
Posted on Wednesday, April 24, 2024

Company Introduction:

Airspace is a tech-enabled freight forwarder that’s redefining how the world’s most critical packages are delivered. Headquartered in Carlsbad, California, Airspace has employees who are based around the world. Our European headquarters is in Amsterdam, The Netherlands.

As a recognized leader in AI and machine learning, our team leverages data and patented technology to coordinate logistics across a global network of drivers and airlines. Our goal is to deliver those packages that are truly mission-critical in a way that is faster, more transparent, more secure, and more accountable than ever before. The items we deliver range from organs for transplant, to parts for critical machinery including grounded aircraft and highly sensitive components such as semiconductors.

Airspace has been rated one of America’s best Startup Employers, listed as one of CNBC’s Disruptor 50 companies, and featured as an Innovation and Disruption leader by CBS News. Airspace has the support of leading investors such as Telstra Ventures, HarbourVest Partners, Defy Partners, DBL Partners, and Scale Ventures. To date the company has raised more than $140m.

The company is growing rapidly and serving more places around the world than ever before. We are looking for passionate, motivated individuals who want to make an IMPACT every day to help us execute on our mission of reshaping the world of time-critical logistics.

About the job:

As the Global Head of Pricing you will lead an international team that scopes and drives pricing strategy and process across six high-growth sectors to help Airspace to achieve its core mission and global goals. At the highest level, your team creates processes to drive predictable and modelable costs across service types, builds pricing models against those structured costs, and partners with finance to ensure pricing structures and billing processes are implemented with precision.

As this is a cross-functional role (partnering heavily with Revenue, Operations, Finance, and Product) you will report to the EVP of Strategy and Operations and run a global team of analytically and operationally minded logistics associates and managers.

Successful candidates will be highly strategic thinkers, strong “inventors” and implementers of process, and have the ability to guide cross-functional teams; they will have a proven ability to enable core business leaders to better operate and elevate their functions as it relates to pricing and billing accuracy.

What you’ll do:

  • Manage a global team of analysts / associates / managers
  • “Invent” how pricing, cost review, and billing processes should be executed to position Airspace for the future as we scale - partner with other functional leaders to do the “last mile of work” when needed to ensure what you invent gets fully implemented.
  • Create rigorous pricing processes and models that accurately predict margin across six global sectors
  • Drive cost-functional initiatives and governance processes to formalize cost expectations across service lines and geographies — uses these as inputs for pricing models
    • Partners with Finance and Operations to catalog, in as much detail as possible, current cost expectations across service lines
    • Identifies biggest areas of opportunity for cost improvement across driver and airline costs and partners with COO to create initiatives to attack these opportunities
  • Build processes and owns the “review” of margin performance as aligned to pricing model expectations — identifies gaps and updates model structures / inputs as well as addressing potential for operational changes to improve margin at a regular cadence.
  • Partner with EVP of S&O, GM of Industrials, and CEO to drive strategy in strategic negotiations
  • Executes market research for new service types / goes and formalizes pricing processes around these new services / geos to create new margin estimation models as Airspace expands.
  • Builds well-governed process, in partnership with Finance, to ensure all clients are billed with precision - establishes KPIs and builds exception reports to drive
  • Partner closely with Analytics and technical teams to invent and implement scalable automated processes wherever possible and extend in-product pricing capabilities
  • Drives medium-term (6-12 months) margin initiatives to improve margin across all sectors over time - maintains accurate sizing of margin improvement potential at the account level.
  • Create and manage approval and “deal-desk” processes with RevOps to ensure that new logos and expansion opportunities move through approval processes that protect the business with safeguarded discounting methodologies
  • Partner with RevOps to ensure that ARIs and pricing improvement initiatives are accurately incorporated into forecasts.
  • Strive for excellence in everything you do and make the entire company better, permanently

What we’re looking for:

  • 10+ years of experience in a mixture of Pricing, Logistics, Strategy Consulting, and / or Finance
  • 5 years of experience managing a team
  • Direct experience owning pricing processes in a transactional logistics setting
  • Proven business partnership experience with C-suite executives and the demonstrated ability to provide thought leadership to various functions
  • Ownership mentality, demonstrates ability to stand up processes to make sure your own function is “getting it right” end to end
  • Proven ability to partner closely with technical functions
  • Recent experience building a high-impact team and developing your team members to their full potential
  • Broad business acumen, with a strong strategy and data analytics background
  • Strong cross-functional leadership and coordination experience
  • Demonstrated ability to balance high-priority strategic initiatives and operational execution / excellence
  • Deep understanding of time-critical logistics, B2B sales, Business Operations, process improvement, and GTM functions, as well as company and GTM financial / funnel metrics
  • Humble, service-based leader
  • STEM background/experience preferred, as this role will partner closely with technical functions
  • MBA (or equivalent experience) with outstanding academic record preferred

Salary Range: $175,000 - $215,000

Core Values:

  • We are One Team. We believe we all accomplish more when we are working together.
  • We make an Impact. We are determined to have a positive influence on our environment, our customers, our industry, and our world.
  • We are Passionate. We care deeply about our mission and are not afraid to raise the bar.
  • We are Transparent. We pride ourselves on having open, honest, and sincere communication with our team and customers.
  • We are Innovative. We never settle and are always striving to improve our product, service, and ourselves.

About Airspace:

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, Dallas, TX, 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.

Join our team of 300+ technologists, futurists, and industry veterans as we work as One Team to revolutionize time-critical logistics.

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.