Head of Pricing

Airspace•Carlsbad, CA

About The Position

The Global Head of Pricing leads Airspace’s pricing function, owning the models, processes, and governance frameworks that drive margin optimization across all service lines and geographies. This role is responsible for building and maintaining pricing structures against well-defined cost inputs, reviewing new customer margin performance against model expectations, ensuring pricing accuracy through close partnership with Yield Management Rate Administration and Close-Out functions, and developing actionable strategies to drive margin improvement over time by identifying opportunities for operational improvements, cost-savings, and/or price increases. Reporting to the EVP of Pricing & Procurement, the Global Head of Pricing operates cross-functionally with Commercial, Operations, Finance, and Product teams. The role carries a dual mandate: maintain analytical rigor in pricing model development while serving as a practical business partner who ensures pricing decisions translate into accurate, executable outcomes. This is not a greenfield build; Airspace has invested significantly in pricing and cost infrastructure, including profitability databases, cost reconciliation pipelines, and invoice validation systems. The Global Head of Pricing will inherit these systems and is expected to operate, refine, and extend them while identifying opportunities to improve margin and pricing accuracy at scale. This role is ideal for a leader looking for a platform to showcase their talent, someone who can reimagine ways of working, establish new processes, and engage cross-functional teams across both Domestic US and International markets. Every deal at Airspace flows through the pricing function, giving this role direct impact on 100% of the customer base. At the same time, this is a hands-on position: the Global Head of Pricing will build out the financial metrics underpinning pricing models, partner with Operations and the Commercial organization to optimize business performance post-award, and identify opportunities for profit enhancement beyond the modeled expectations. 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. 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. Join our team of 300+ technologists, futurists, and industry veterans as we work as One Team to revolutionize time-critical logistics.

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.

Nice To Haves

MBA or equivalent experience preferred
STEM background a plus given close partnership with technical functions

Responsibilities

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.
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.
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.
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.
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.
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.
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.