Global Head of Pricing

Company overview

Airspace is a technology-driven freight forwarder focused on moving highly critical shipments with greater speed, visibility, security, and accountability. Based in Carlsbad, California, the company also has a distributed global workforce, with a European headquarters in Amsterdam. Its platform combines AI, machine learning, data, and patented technology to coordinate logistics across a network of drivers and airlines.

The business handles shipments that can include transplant organs, critical machine parts such as components for grounded aircraft, and sensitive items like semiconductors. Airspace has earned recognition as one of America’s best startup employers, has been named among CNBC’s Disruptor 50, and has been highlighted by CBS News for innovation and disruption. Backed by investors including Telstra Ventures, HarbourVest Partners, Defy Partners, DBL Partners, and Scale Ventures, the company has raised more than $140 million and continues to scale rapidly.

Role summary

The Global Head of Pricing will own Airspace’s pricing discipline across services and regions, shaping the models, controls, and governance used to improve margin outcomes. This leader will work across Commercial, Operations, Finance, Product, Analytics, Procurement, and senior leadership to ensure pricing decisions are analytically sound and operationally executable.

This is an established environment rather than a greenfield build. Airspace already has profitability databases, cost reconciliation workflows, and invoice validation systems in place. The successful candidate will refine and extend these capabilities, strengthen pricing accuracy, and identify opportunities to improve margin at scale. The role has company-wide impact because every deal passes through the pricing function.

What you will do

• Own margin-estimation models across service lines and geographies, ensuring they can forecast profitability at shipment, lane, and account level.
• Continuously compare model outputs with actual margin results and update assumptions and inputs as the business changes.
• Research pricing needs for new services and markets and create frameworks to support expansion.
• Lead medium-term margin improvement efforts, including sizing opportunities at the account level.
• Work with Operations and Finance to define detailed cost expectations that can be used as structured inputs in pricing models.
• Set up governance and cross-functional processes that formalize cost assumptions for drivers, airlines, and vendors.
• Identify the most meaningful cost-reduction opportunities and partner with operational leaders to turn them into action plans.
• Design and run go/no-go recommendation workflows for new logos and expansion opportunities with Commercial teams.
• Assess implementation requirements and service capability fit to flag execution risk before commitments are made.
• Create controlled discounting rules and approval paths that protect margin while preserving sales momentum.
• Ensure pricing changes and annual rate increases flow correctly into revenue forecasts with Revenue Operations.
• Review margin performance on a recurring basis against the expectations built into pricing models.
• Investigate gaps between planned and actual margin, determine root causes, and adjust model structure or assumptions accordingly.
• Surface operational changes that can improve profitability and coordinate with stakeholders to implement them.
• Partner with Yield Management, Rate Administration, and Close-Out teams to ensure billing matches contracted pricing accurately.
• Define KPIs for billing accuracy and build exception reports to detect and resolve mismatches.
• Help create well-governed processes that connect pricing decisions to downstream billing execution.
• Support vendor benchmarking, rate analysis, and contract rate management as inputs to pricing strategy.
• Work with Procurement leadership on cost data and analysis that supports vendor negotiation and rate-setting.
• Collaborate with Analytics and technical teams to introduce scalable automation wherever possible.
• Extend in-product pricing capabilities in partnership with Product teams.
• Support the EVP and senior leadership in negotiations through analysis, modeling, and pricing scenarios.

What the company is looking for

• 8 to 10+ years of experience across pricing, logistics, strategy consulting, and/or finance.
• At least 3 years of people management experience leading analysts or pricing professionals.
• Hands-on ownership of pricing processes in transactional logistics or a high-frequency B2B services setting.
• Strong analytical capability and fluency with data tools such as Excel or Sheets, SQL, Python, or BI platforms.
• Proven ability to design and launch processes from concept through cross-functional implementation.
• Experience partnering with C-suite and senior leaders as a trusted advisor on pricing and margin strategy.
• Comfort working within existing systems and improving them rather than starting from scratch.
• Strong influence, coordination, and cross-functional leadership skills.
• Solid understanding of time-critical logistics, B2B operations, and margin economics.
• A humble, service-minded leadership approach with strong ownership and a bias toward action.
• MBA or equivalent experience preferred; a STEM background is considered an advantage because of the technical partnership involved.

Compensation and benefits

The role offers an annual base salary of $165,000 to $185,000, plus bonus potential. Benefits include high-quality health, dental, and vision coverage, open PTO, and a 401(k) with company match.

Core values

• One Team: collaboration helps everyone achieve more.
• Impact: the company aims to make a positive difference for customers, industry, environment, and community.
• Passion: the team is deeply committed to its mission and keeps raising the bar.
• Transparency: communication is expected to be open, honest, and sincere.
• Innovation: continuous improvement is part of the culture.

About the company culture and impact

Airspace serves large enterprises and critical healthcare organizations with time-sensitive shipments that must arrive reliably and on schedule. Its proprietary AI platform is protected by multiple patents and is designed to improve speed, reliability, and transparency in time-critical logistics. The company describes itself as a team of builders and operators with a strong growth trajectory and a focus on customer and employee needs.

The company operates from offices in Carlsbad, California and multiple European cities, including Amsterdam, Frankfurt, Stockholm, and London. It has raised $140 million to date and is backed by major investors such as Telstra, HarbourVest, Prologis, Qualcomm, Defy, and others.

Equal opportunity and hiring note

Airspace is an equal opportunity employer and an affirmative action employer. Hiring decisions are made without discrimination based on race, religion, color, national origin, gender, pregnancy-related conditions, sexual orientation, gender identity, gender expression, age, veteran status, disability, or other protected characteristics. The company also participates in E-Verify for all locations. Recruitment-agency outreach for this role is not appreciated.