Director, Pricing Strategy

Spot Inc.•Tampa, FL

About The Position

The Director of Pricing Strategy is a senior, cross-functional leadership role responsible for owning the full lifecycle of freight pricing, from bid strategy and RFP response through programmatic API-based quoting and real-time margin management. This role sits at the intersection of commercial, data, and technology and serves as the company's authoritative voice on rate strategy, market intelligence, and pricing model architecture. The ideal candidate combines deep freight industry fluency with hands-on analytical capability and technical literacy to collaborate directly with data science and engineering teams. This is a player-coach role with a mandate to build scalable pricing infrastructure that supports both reactive bid work and proactive revenue optimization.

Requirements

7+ years of experience in freight pricing, rate analysis, or commercial strategy within a 3PL, brokerage, or asset-based carrier
Deep knowledge of TL and LTL pricing mechanics
Strong analytical skills; comfortable working in SQL, Excel, or BI tools to build and validate pricing models
Track record of collaborating directly with sales, operations, and technology teams in a cross-functional capacity
Excellent communication skills, able to translate complex pricing analysis into an executive-ready narrative

Nice To Haves

Experience with freight data platforms or indices (DAT, Cass, Greenscreens, FreightWaves SONAR)
Familiarity with Databricks, Sigma, or similar modern data stack tools
Exposure to machine learning or statistical forecasting models applied to freight pricing
Experience in a TMS environment (TMW, McLeod, MercuryGate, or similar)

Responsibilities

Own end-to-end RFP and bid pricing strategy, setting floor/ceiling logic by lane, mode, and customer segment
Partner with Sales to develop winning bid packages that balance competitiveness with margin integrity
Build and maintain carrier cost models that feed bid pricing, incorporating fuel, accessorials, and capacity conditions
Establish pricing governance, approvals, exception handling, and escalation paths for non-standard deals
Monitor and synthesize external freight indices, including DAT spot rates, Cass Freight Index, EIA diesel prices, and BLS wage data
Translate external market signals into actionable pricing adjustments; communicate trends to Sales and Operations leadership
Maintain competitive rate benchmarks across key lanes and customer verticals
Develop and maintain a freight cost and revenue forecasting model covering a 2–3-year history, 6–12-month trend direction, and 30–60-day live calibration layers
Manage integrations with market cost APIs, spot market data feeds, and TMS pricing modules
Define the business rules and model logic that drive automated quoting and real-time rate responses
Own the requirements and business logic for any AI-assisted pricing tools or forecasting models built internally
Track cost vs. revenue performance at the load, lane, and customer level
Partner with Finance to develop pricing-related reporting within the data platform (SQL Server, Databricks)
Establish margin policies and alert mechanisms for loads trending below threshold
Serve as a strategic advisor on pricing positioning, market conditions, and competitive dynamics
Represent pricing strategy in client-facing meetings, QBRs, and partnership discussions
Define and report on a monthly pricing performance scorecard for leadership
Evaluate and recommend third-party tools, data subscriptions, and technology investments that strengthen the pricing function