Sales Operations and Pricing Manager

Iridium Satellite•McLean, VA

9d•Hybrid

About The Position

Aireon, part of Iridium, is seeking a Sales Operations & Pricing Manager to support its aviation data and analytics business. The role owns value-based pricing execution and pricing governance across the quote-to-cash lifecycle, translating product value into scalable pricing and packaging that improves deal velocity and supports financial objectives. The manager partners cross-functionally with Sales, Product, Finance, Legal/Contracts, and Sales Operations/Systems, providing pricing recommendations, establishing pricing guardrails, and enabling consistent, auditable deal execution. The role leads pricing and packaging for the product portfolio, establishes governance and approval processes, and partners with Sales Operations/Systems to implement scalable pricing models in commercial processes and tools. It also provides advanced pricing analysis, supports strategic deals and tenders, enables field adoption through training, and improves pricing data quality and deal-cycle processes. The position primarily works in an office setting and is largely sedentary, with most work performed on a computer using basic office equipment. Under Iridium’s Hybrid Work Policy, employees are expected to work at least four days per week (approximately 80%) in an Iridium office. Base pay is $105,000–$140,000 USD; eligible compensation may also include company stock and an annual bonus. Benefits include medical, dental, and vision coverage, 401(k) retirement plan options, paid time off, paid holidays, paid parental leave, discounts, and other perks.

Requirements

Bachelor’s degree in finance, Business, Economics, Data Science, or a related field, or equivalent experience.
At least 6 years of progressive experience in pricing, deal desk, revenue operations, and/or sales operations within a fast-paced SaaS or data/analytics environment.
Demonstrated expertise in value-based pricing and pricing/packaging for data-driven business models.
Strong analytical capability, including advanced Excel skills, experience modeling complex commercial scenarios, and comfort working with large datasets.
Working knowledge of Salesforce CRM and commercial processes, with the ability to translate pricing logic into scalable workflows with Sales Operations/Systems.
Proven ability to influence cross-functional stakeholders and communicate pricing trade-offs and recommendations to senior and executive audiences.
High ownership, sound judgment, ability to manage multiple concurrent priorities, attention to detail, and strong follow-through.

Nice To Haves

Experience supporting global, multi-geo commercial teams and time zones.
Salesforce certifications such as Revenue Cloud Consultant, CPQ Specialist, or Salesforce Administrator, or equivalent CPQ enablement experience.
Familiarity with procurement and tender processes in aviation and/or government-adjacent markets.
Knowledge of aviation surveillance/flight tracking technologies (ADS-B) and/or geospatial data.
CPQ/Revenue tools experience.

Responsibilities

Own and drive value-based pricing initiatives aligned with growth and financial objectives, including pricing architecture, price realization, margin improvement, and discounting effectiveness.
Lead pricing and packaging definition for the product portfolio, including packaging principles, list price structure, pricing metrics, and commercial guardrails that reflect customer value and market dynamics.
Establish and operate pricing governance, including validation workflows, exception handling, approval routing, and escalation thresholds across Sales Management, Deal Management, Finance, and executive stakeholders.
Partner with Sales Operations/Systems to design scalable quote-to-cash pricing solutions, implementing pricing models in processes and systems such as catalog structure, guided quoting rules, approval workflows, contracting inputs, and order management handoffs.
Provide advanced pricing analytics and scenario modeling, including elasticity, competitive benchmarks, revenue model options, deal-level profitability, and what-if scenarios; deliver clear recommendations to business and executive audiences.
Partner with Sales Management on strategic deals and tenders, including RFIs, RFPs, and tenders, shaping commercial responses, pricing and terms positioning, and win strategy while balancing competitiveness, risk, and profitability.
Train and enable Sales and Product teams to apply pricing models consistently, and drive improvements based on feedback and performance data.
Ensure pricing-related data quality and transparency in Salesforce and related deal management tools to support governance, reporting, cycle-time reduction, and continuous improvement.
Identify and implement process improvements that reduce deal-cycle friction and strengthen compliance, auditability, and repeatability in pricing decisions.