Overview

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 

1. Building and maintaining pricing structures against well-defined cost inputs
2. Reviewing new customer margin performance against model expectations
3. Ensuring pricing accuracy through close partnership with Yield Management Rate Administration and Close-Out functions 
4. 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.

Key Responsibilities

Pricing Model Ownership

• 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.

Cost Governance & Structured Cost Inputs

• 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.

Go/No-Go Recommendation Processes

• 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.

Margin Performance Review

• 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.

Billing Accuracy & Revenue Assurance

• 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.

Procurement Support

• 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.

Cross-Functional Partnership & Automation

• 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.

Qualifications

Experience Profile

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

Compensation & Benefits

• Salary range: $165K - $185K annual salary with a bonus opportunity
• High-quality health, dental, and vision plan options
• Open PTO
• 401K with company match

Overview

Primary Focus: To set up all new orders containing the most time-sensitive commodities for success, provide proactive updates to customers on any deviations and track order status progression from start to finish. These job requirements were carefully crafted in order to provide you with the basic building blocks of the Airspace Operations team and pave the way for a continued path forward as you grow within this company.

Importance of role

The operations team is the backbone of our company and by working on the front lines you represent, first-hand, everything that we stand for. Not only will you be in direct communication with our customers, commanders and agent service providers, with extreme attention to detail, having the ability to catch something so small can ultimately be the difference maker in being able to save a human life!

Responsibilities

Operating the Airspace Platform

• Set up new orders by adhering to both standard work practices and client-specific SOP instructions.
• The ability to rapidly move from one critical task to another.
• Accurately confirm job milestones are completed correctly and on time.
• Ability to navigate and interpret Airline booking and tracking websites.
• Following all process and communication standards within multiple platforms.
• Ability to stay independently informed by reviewing all communications provided throughout the company platforms.

Proactive Customer Updates

• Ability to professionally relay delays, issues, and updates with customers through verbal and written communication.
• With the customer’s best interest in mind, always looking ahead (weather conditions, traffic, etc.) and offering an alternative solution in order to meet or beat their required delivery times.
• Escalate issues early and appropriately.

Intuitive Problem Solving 

• Ability to update, manage, and/or change airway bills using initial or tenured training.
• Ability to source driver coverage for any segment of an order.
• Ability to use situational awareness to request or deny additional driver incentives when necessary.
• Ability to apply training and tenured knowledge to find out of the box solutions to common or uncommon issues.
• Follow escalation procedures and guidance provided by senior team members to assist in issue resolution.
• Demonstrate understanding and urgency of milestone updates, delays, QPT/QDT, etc.

Handling All Inbound and Outbound Communications 

• Timely acknowledgment and action of all email, phone and text requests.
• Expected to consistently meet all minimum metric expectations for phone availability and acceptance.
• Proper use of the various phone statuses.
• Adherence to All Hands on Deck and Off-Phones Requests guidelines.
• Order placement for customers who are unable to place orders via the online portal.
• Ability to identify and resolve issues surfaced through inbound phone calls, text messages, and email.
• Cross sector phone call resolution.

Maintaining Balanced Level of Performance

As an OSI, you will be expected to meet minimum metric requirements and customer service standards for an entry level position. Expectations will increase with each advancement. All expectations will be communicated to you through your direct reporting supervisor.

Compensation

• Hourly Range: $20-$24/hr
• High-quality health, vision, and dental care plan options
• 401K company contribution program
• Professional learning and training reimbursements

Location & Schedule

• Location: This role is flexible to be hybrid in Carlsbad, CA or fully remote in the US.
• Schedule: Sunday - Thursday, 8:00 AM - 4:30 PM PST

Overview

The Pricing Analyst serves as the analytical engine of Airspace’s pricing function, responsible for building, maintaining, and refining the financial models and data structures that drive margin predictability across all service lines and geographies. Reporting to the Global Head of Pricing, this role combines rigorous financial modeling with operational pricing support to ensure Airspace’s pricing decisions are grounded in accurate, well-structured cost and margin data.

This is a hands-on, analytically intensive role. The Pricing Analyst will spend the majority of their time in spreadsheets, data pipelines, and financial models—building the work product that the Global Head of Pricing and broader Yield Management organization rely on to make pricing decisions, review margin performance, and support cross-functional partners. The ideal candidate is someone who thrives in data, can independently own complex analyses end-to-end, and brings a structured approach to problem-solving in a fast-moving logistics environment.

Pricing in specialty logistics is among the most complex disciplines in the industry driven by on-demand service requirements, custom pricing solutions for each customer, and tariff-based structures rather than standardized SKUs. This complexity demands exposure to every aspect of the business — operations, finance, commercial, and vendor management — creating an exceptional foundation for long-term career growth.

Key Responsibilities

Pricing Model Ownership

• Build and maintain margin estimation models across service lines and geographies using Google Sheets, Excel, and Python.
• Develop and update model inputs including cost assumptions, rate structures, and volume/mix parameters as the business evolves.
• Run sensitivity and scenario analyses to stress-test pricing assumptions and quantify margin risk under different operating conditions.
• Document model logic, assumptions, and version history to ensure continuity and auditability.
•  

Cost Governance & Structured Cost Inputs

• Organize, maintain, and enhance structured cost data across driver, airline, and vendor cost categories as inputs for pricing models.
• Support cost governance processes by cataloging cost expectations by service line and geography with as much granularity as available.
• Perform cost benchmarking and trend analysis to identify areas of opportunity and flag cost movements that may impact margin.

Go/No-Go Recommendation Processes

• Build financial work-ups for new logo and expansion opportunities, modeling expected margin under proposed pricing structures.
• Flag margin risk and implementation feasibility concerns as inputs to the Go/No-Go recommendation process.
• Maintain and improve pricing work-up templates and tools used by the Commercial team Support annual rate increase (ARI) analysis and pricing improvement initiatives with financial modeling and impact sizing.

Reporting, Dashboard & Data Infrastructure

• Build and maintain margin reporting, billing accuracy KPIs, and exception reports that support the Global Head of Pricing and YM Rate Administration functions.
• Develop and improve data pipelines and automated reporting using Google Sheets, Google Colab/Python, and BI tools (e.g., Looker).
• Ensure data integrity and consistency across pricing-related systems, reconciling inputs across multiple sources as needed.
• Support market research and competitive benchmarking analyses for new service types, geographies, and strategic initiatives.

Qualifications

Experience Profile

• 2–5+ years of experience in Pricing, FP&A, Revenue Operations, Strategy Consulting, or a quantitative logistics role.
• Advanced proficiency in Google Sheets and/or Excel, including complex formulas, data modeling, and structured financial analysis.
• Working knowledge of Python (pandas, data manipulation) or demonstrated ability and willingness to learn quickly.
• Experience building financial models that drive business decisions—not just reporting, but models that predict and prescribe.
• Comfort working across multiple data sources and reconciling information to produce clean, trustworthy outputs.
• Strong attention to detail with an ability to self-check work and maintain high standards of data accuracy.
• Ability to work independently, manage competing priorities, and own analyses end-to-end without heavy oversight.
• Effective communicator who can translate complex analytical findings into clear, actionable insights for non-technical stakeholders.
• Experience in logistics, supply chain, or B2B services is strongly preferred.
• Familiarity with BI tools (Looker, Tableau, or similar) is a plus.
• Bachelor’s degree in Finance, Economics, Mathematics, Engineering, or a related quantitative field.

Compensation & Benefits

• Salary range: $85K - $110K annual salary
• High-quality health, dental, and vision plan options
• Open PTO
• 401K with company match

About the job: 

As Airspace has evolved, our internal business systems have become as critical to our success as the systems we provide to our customers. As the Salesforce & Zendesk Administrator / Workflow Solutions Specialist, you will serve as the bridge between business vision and technical reality. Your primary responsibility is taking stakeholder ideas for how work should flow and building the technical solutions to make it happen, regardless of platform limitations.

This is not a traditional "admin" role where, configuring settings within a single platform based on business requirements built from another team. You will own Zendesk and Salesforce as your core platforms, but you'll regularly need to think beyond their native capabilities. When a leader says "I wish our system could do X," your job is to identify, ideate and implement how to make X happen, whether that means native configuration, custom API work, middleware automation, webhooks, or creative combinations of tools.

You will report to the Sr. Manager of Business Systems & Operations, focusing on support for the Revenue, Operations, and Executive teams. At the highest level, you will be responsible for identifying, inventing, implementing, and accelerating scalable and measurable processes that move our organization toward a "single source of truth" mindset.

Successful candidates will be creative problem-solvers who refuse to be limited by out-of-the-box functionality. They will have the technical depth to build custom integrations while maintaining the strategic perspective to ensure solutions are scalable, maintainable, and actually solve the business problem.

You’re an ideal candidate if: 

You've been in situations where stakeholders describe their ideal workflow and it doesn't exist as a native feature in any platform, and you've figured out how to build it anyway. You view platforms like Salesforce and Zendesk as flexible building blocks rather than rigid systems with fixed capabilities.

You can provide specific examples of times when you've:

• Taken a business vision and designed the technical solution, choosing the right combination of tools and approaches. This should also include top notch documentation and implementation of the end result
• Built cross-platform automations that made manual processes obsolete (e.g., "When X happens in Zendesk, notify Y via Slack, and create a task in our project management tool").
• Designed Zendesk workflows that go beyond basic ticket routing - custom apps, dynamic forms, conditional automations, sophisticated SLA management, or external API integrations.
• Used APIs and webhooks to connect systems that weren't designed to work together.
• Said "yes, we can do that" when others assumed something wasn't possible.

You have a proven track record of completed technical builds, as well as  user adoption and change management successes. Your skill set includes “checking the boxes”, but more importantly you actively collaborate with stakeholders to refine their vision, identify edge cases they haven't considered, and propose solutions they didn't know were possible. We are a fast-growing company; it's critical to have team members who think in scale and aren't constrained by platform limitations.

What you’ll do: 

• Workflow Solutions Architecture (Primary focus)
• Partner with stakeholders across Revenue, Operations, and Executive teams to understand their workflow visions and pain points
• Design and build end-to-end workflows that may span multiple platforms (Salesforce, Zendesk, Slack, internal APIs, etc.)
• Create custom automations using APIs, webhooks, and integration platforms when native functionality falls short
• Example projects you might tackle:
• Create an escalation workflow that monitors SLA breaches across multiple ticket categories, automatically escalates to different teams based on shipment urgency, and alerts leadership when a breach occurs.
• Build a bidirectional sync between Salesforce accounts and Zendesk organizations that maintains data consistency, updates customer information in real-time, and prevents sync conflicts or duplicate records.
• Zendesk Platform Ownership:
• Administer and optimize the Zendesk instance for our support and operations teams
• Design sophisticated ticket routing, triggers, automations, and macros
• Build and maintain custom apps, integrations, and extensions
• Create and manage views, reports, and dashboards that drive operational decisions
• Manage user permissions, groups, and organizational structures
• Salesforce Platform Ownership:
• Support Business Systems & Operations team with buildouts of new system architecture
• Build custom objects, fields, validation rules, and flows
• Create reports and dashboards for Revenue and Operations teams
• Integration & Automation Excellence: 
• Build and maintain API connections between business systems
• Write and troubleshoot webhook configurations
• Document technical implementations and integration architecture
• Strategic Partnership & Continuous Improvement:
• Proactively identify inefficiencies in current workflows and propose solutions
• Stay ahead of business needs by understanding upcoming initiatives and preparing technical groundwork
• Collaborate with Management to develop best practices for system requests and implementation

What we require:

• 5+ years of experience administering Zendesk, including advanced configuration (automations, triggers, apps, extensions, and custom integrations)
• 2+ years of experience being responsible for a Salesforce instance
• 7+ years of total experience in business systems administration
• Strong hands-on experience with APIs and integrations. You should be comfortable reading API documentation, testing endpoints, and building custom automations
• Proven ability to architect workflow solutions that span multiple platforms and tools
• Creative problem-solving mindset. You find ways to say "yes" rather than accepting platform limitations
• Expert level of report building (Salesforce, Looker, etc.)
• Demonstrated ability to balance high-priority strategic initiatives and operational execution / excellence
• Strong communication skills to translate technical concepts for non-technical stakeholders
• Experience with integration/automation platforms (Make, Zapier, Workato, or similar) strongly preferred
• Desire to learn and advance your career
• Humble, team-oriented contributor
• Salesforce Administrator Certificate required, Advanced Certificate a plus
• Zendesk certification is a plus but hands-on expertise is more important

Preferred experience:

• Experience with JavaScript, Python, or other scripting languages
• Familiarity with REST APIs, JSON, and webhook architecture
• Background in logistics, supply chain, or operations-heavy environments
• Experience building custom Zendesk apps or Salesforce Lightning components
• Knowledge of data modeling and relational database concepts

Salary Range: $100K - $115K annual salary

Join the Movement!

Are you interested in the hot logistics technology sector, but also looking for an opportunity to make a direct impact on the lives of others, in some cases saving lives? How about playing a critical role in keeping some of the world's largest companies operating smoothly so cars continuously roll off the assembly line and airlines can keep flights on schedule?

About the Role

We are looking for an Associate Technical Product Manager, Integrations to own and deliver system integrations between the Airspace platform and our customers' existing technology ecosystems. This role sits between what our customers need and what our platform delivers. You will work directly with customer technical teams to understand their systems, design the right integration approach, and guide our engineers through implementation.

You will own the how: how data should flow between systems, how APIs and EDI connections should be structured, how we prototype and validate before we build. You'll work across REST APIs, EDI feeds, TMS platforms, tracking devices, and partner systems to get critical shipment data flowing reliably into Airspace. When you see three customers needing the same thing, you'll identify the pattern and advocate to turn it into a repeatable capability.

Responsibilities

Technical product ownership

• Work directly with customer technical teams to understand their systems, data flows, and integration requirements, then design the integration approach that connects their world to Airspace.
• Prototype integration concepts to validate approaches early, before committing engineering resources to full implementation.
• Evaluate new integration requests and provide technical recommendations. Not just "can we do it" but "here's how we should do it and why."
• Define data mapping, API contracts, EDI specifications, and webhook configurations that engineers can build against.

Engineering Guidance

• Translate solution designs into clear technical specifications that engineering teams can execute against. You are the bridge between customer requirements and engineering implementation.
• Work alongside engineers during development to answer questions, resolve ambiguities, and ensure the implementation matches the designed solution.
• Review work-in-progress to catch issues early. You own the integrity of the solution from design through go-live.
• Coordinate across internal teams (engineering, data science, operations) and external customer technical teams throughout delivery.

Pattern Recognition & Platform Thinking

• Identify repeating integration patterns across customers and recommend platform investments: new public API endpoints, standardized data formats, self-service documentation, and reusable integration templates.
• Contribute to an evolving integration playbook that captures proven approaches, lessons learned, and accelerators for future integrations.
• Help define what "self-service integration" looks like for Airspace. What documentation, tools, and APIs would enable customers to connect their systems with minimal hands-on support?
• Stay current on integration technologies and advocate for modern approaches that reduce implementation time and maintenance burden.

Customer & Stakeholder Communication

• Serve as the primary technical point of contact for active integrations. You're the person customers call when they have questions about how the integration works.
• Communicate progress, technical decisions, and tradeoffs to internal stakeholders across product, engineering, operations, and customer success.
• Keep alignment between what customers expect and what we're delivering. Proactively flag gaps, risks, or opportunities to expand scope.

Quality & Go-Live

• Own the integration validation process. Define test plans, coordinate UAT with customers, and ensure integrations work correctly before go-live.
• Establish quality standards for integration deployments, including data validation, error handling, and performance benchmarks.
• Monitor integration health post-deployment and drive resolution of data quality or connectivity issues.
• Create and maintain documentation for each integration: technical specifications, data mapping guides, operational runbooks, and troubleshooting procedures.

Requirements

• 2+ years of experience designing and delivering system integrations in a SaaS, logistics technology, or enterprise software environment. You've owned the "how," not just the timeline.
• Hands-on experience with integration technologies: REST APIs, EDI, webhooks, data mapping, ETL processes. You don't need to write production code, but you need to be able to read an API spec, sketch a data flow, and prototype a connection.
• Demonstrated ability to work directly with customer technical teams to understand their systems and design integration approaches. Not just gathering requirements, but co-designing solutions.
• Strong technical communication skills. Comfortable whiteboarding with engineers, presenting to customers, and writing specs that both audiences can follow.
• Experience guiding engineering teams through implementation of your designs. You know how to write a spec that doesn't leave engineers guessing.
• Ability to manage multiple concurrent integrations at different stages. You maintain clarity on priorities and status across projects.
• Strong documentation instincts. If it's not written down, it didn't happen.
• Bachelor's degree in Computer Science, Information Systems, Business, or a related field required.

Preferred Qualifications

• Experience in logistics, supply chain, or transportation technology.
• Familiarity with TMS (Transportation Management System) platforms and logistics data standards.
• Experience prototyping integration concepts or building proof-of-concept implementations.
• Experience in healthcare logistics or medical device supply chain integrations.
• Familiarity with modern API design practices and developer experience (API documentation, SDKs, self-service tooling).

Compensation & Benefits

• Salary range: $70K - $100K
• High-quality health, dental, and vision plan options
• Open PTO
• 401K with company match