Sales Operations and Pricing Manager

Iridium Satellite, LLC•McLean, VA

10d•$105,000 - $140,000•Hybrid

About The Position

Aireon, part of Iridium, is seeking a Sales Operations & Pricing Manager to support its aviation data and analytics business. This 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 across Sales, Product, Finance, Legal/Contracts, and Sales Operations/Systems, providing pricing recommendations, establishing pricing guardrails, and enabling consistent, auditable deal execution. The position leads pricing and packaging for the product portfolio, operates pricing governance, and develops scalable quote-to-cash pricing solutions with Sales Operations and Systems. It also provides pricing analytics and scenario modeling, supports strategic deals and tenders, trains Sales and Product teams, maintains pricing-related data quality in Salesforce and related tools, and improves deal-cycle processes. The role primarily works in an office setting and is largely sedentary, with most work performed on a computer. Under Iridium’s Hybrid Work Policy, employees are expected to work at least four days per week (approximately 80%) in an Iridium office.

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 and 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, and ability to translate pricing logic into scalable workflows with Sales Operations and Systems.
Proven ability to influence cross-functional stakeholders and communicate pricing trade-offs and recommendations to senior and executive audiences.
High ownership, sound judgment, and ability to manage multiple concurrent priorities with 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 or flight-tracking technologies (ADS-B) and/or geospatial data.
Experience with CPQ or revenue tools.

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.
Establish and operate pricing governance, including validation workflows, exception handling, approval routing, and escalation thresholds.
Partner with Sales Operations and Systems to implement scalable quote-to-cash pricing models, processes, and systems, including catalog structure, guided quoting rules, approval workflows, contracting inputs, and order-management handoffs.
Provide pricing analytics and scenario modeling, including elasticity, competitive benchmarks, revenue model options, deal-level profitability, and what-if scenarios; deliver recommendations to business and executive audiences.
Partner with Sales Management on strategic deals 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 correctly and consistently, and improve execution based on feedback and performance data.
Ensure pricing-related data quality and transparency in Salesforce and related deal-management tools.
Identify and implement process improvements to reduce deal-cycle friction and strengthen compliance, auditability, and repeatability in pricing decisions.