Pricing & Value Engineering Lead

About AirOps

Today thousands of leading brands and agencies use AirOps to win the battle for attention with content that both humans and agents love.

We’re building the platform and profession that will empower a million marketers to become modern leaders — not spectators — as AI reshapes how brands reach their audiences.

We’re backed by awesome investors, including Unusual Ventures, Wing VC, Founder Collective, XFund, Village Global, and Alt Capital, and we’re building a world-class team with in-person hubs in San Francisco, New York, and Montevideo, Uruguay.

Pricing & Value Engineering Lead (Enterprise)

We’re looking for a Pricing & Value Engineering Lead to own how AirOps captures and communicates value to our enterprise customers. This role is ideal for someone who thrives at the intersection of monetization strategy, analytics, and customer impact—someone analytical enough to design pricing models from scratch, and commercially minded enough to build compelling ROI cases that help close and expand enterprise deals. You’ll partner deeply with Product, Sales, and Marketing to ensure our pricing, packaging, and value stories reflect both what we’re building and how customers experience AirOps.

Key Responsibilities

• Own pricing & packaging strategy — define tiers, overages, thresholds, and enterprise constructs that align price with value and drive adoption.

• Work closely with Product to tie pricing and entitlements to usage telemetry, validate packaging approaches, and ensure monetization aligns with roadmap priorities.

• Collaborate with Sales & Marketing to craft compelling value narratives, ROI models, and customer-facing materials that support acquisition, expansion, and renewal plays.

• Build and standardize business value frameworks (ROI models, TEI-style analyses, payback calculators) for use in enterprise sales cycles.

• Partner with Sales leadership on deal strategy, pricing approvals, and non-standard terms playbooks to protect margins while enabling strategic wins.

• Analyze product usage and market data to identify monetization opportunities, run experiments, and measure pricing change impact.

• Work with Marketing to integrate pricing and value stories into campaigns, launches, and content that resonates with target personas.

• Advise on tooling & processes for quoting, billing, and reporting (Stripe/Chargebee, CPQ, CRM alignment).

• Enable Sales & CX with training, playbooks, and materials to confidently position pricing and value in enterprise conversations.

• Continuously monitor market trends and competitor strategies to keep AirOps ahead in pricing innovation.

Experience

• 4–6 years overall experience, with a stint in investment banking, trading, management consulting, strategic finance, product, or similar analytical role; and with at least one role in an early-stage startup.

• Track record of pricing model design, monetization strategy, or value engineering for enterprise customers.

• Strong analytical skills with advanced spreadsheet modeling; SQL skills preferred for product and customer usage analysis.

• Proven ability to work across Product, Sales, Marketing, Finance, and Executive teams to drive decisions and execution.

• Comfortable presenting to both internal leadership and customer executives (CFO, COO, CRO).

• Familiarity with usage-based and AI/LLM product pricing models.

• Experience with CPQ, billing, and CRM systems a plus.

• Exceptional written and verbal communication skills, with the ability to translate data into compelling business narratives.

Our Guiding Principles

1. Extreme Ownership

2. Quality

3. Curiosity and Play

4. Make Our Customers Heroes

5. Respectful Candor

Benefits

• Equity in a fast-growing startup

• Competitive benefits package tailored to your location

• Flexible time off policy

• Generous parental leave

• A fun-loving and (just a bit) nerdy team that loves to move fast!