Head of Enterprise Pricing

Location: Remote in these states: AL, AZ, CA, CO, FL, GA, KS, KY, IA, ID, IL, IN, LA, MA, ME, MI, MN, MO, NC, NH, NJ, NV, NY, OH, OK, OR, PA, RI, SC, SD, TN, TX, UT, VA, VT, WA, WI 

Role Description: 

We are looking for a senior individual contributor to serve as the head negotiator for pricing and contract discussions with our top merchants. In this role, you will own both proactive and reactive negotiations: proactively partnering with merchants to ensure agreements are structured in a way that supports long-term success and stability and reactively managing in-cycle negotiations spurred by merchant requests or competitive pressure. You’ll partner closely with account owners and the pricing team to develop clear, compelling proposals and run negotiations from initial conversations through to signed contracts. This is a highly cross-functional role with direct visibility into our most strategic relationships. 

You’ll also become a subject matter expert in our pricing models across B2C, B2B, IPP, and more, ready to join merchant calls to explain pricing structures and help clarify any questions. You’ll gather and surface feedback from the field to improve how we present pricing, identify friction points, and influence product or policy changes. Additionally, you’ll conduct competitive research to inform negotiation strategies and, time permitting, create internal trainings to upskill our broader team in how to effectively speak to price and handle objections. This role is ideal for someone who is analytical, commercially minded, and thrives in high-stakes, merchant-facing conversations. This role reports to the Senior Vice President, Pricing. 

What you’ll do: 

• Serve as the head negotiator for pricing and contract discussions with our top 50 merchants. 
• Run proactive contract conversations to align on terms that support long-term mutual success. 
• Manage reactive negotiations by gathering requirements, developing internal strategies, and securing signed agreements. 
• Collaborate with the pricing team to leverage data and analytics in support of negotiation strategies. 
• Become a subject matter expert in our pricing models (B2C, B2B, IPP, etc.) and communicate them clearly to merchants. 
• Join merchant calls to answer pricing-related questions and build confidence in our pricing approach. 
• Provide feedback on pricing structures and support improvements to how we present pricing to merchants. 
• Conduct competitive pricing research to inform negotiation positioning and support strategic decisions. 
• (Time permitting) Develop internal training materials on pricing negotiations and best practices for the broader team. 
• Other duties/responsibilities as necessary.

What you’ll bring to the table: 

• Bachelor's degree in Business Administration, Finance, Economics, Supply Chain Management, or related field. An MBA or advanced degree is preferred. 
• Minimum 10 years of experience in pricing analysis, pricing strategy, market analysis, and operations management in a customer-facing capacity. 
• Deep understanding of 3PL, parcel shipping, inventory management, and fulfillment center operations for ecommerce. 
• Demonstrated success in leading complex contract negotiations with mid-market and enterprise merchants. 
• Proficiency in relevant software and tools (e.g., pricing software, ERP systems, data analytics tools). 
• Exceptional written and verbal communication skills- you can simplify the complex and confidently speak with C-level stakeholders. 
• Ability to work effectively in a fast-paced, dynamic environment. 

Perks & Benefits:

• Medical, Dental, Vision & Basic Life Insurance 
• Paid Maternity/Parental Leave Program 
• Flexible Time Off Program 
• Paid Sick Leave  
• Floating Holidays (2 days/year) 
• Wellness Days (1 day/quarter) 
• 401K Match  
• Comprehensive Benefits Package >>> https://www.shipbob.com/careers/ 
• See Our High-Performing Culture >>> Check us out on Instagram (@lifeatshipbob) 

ShipBob believes in transparency while providing a competitive total compensation package with a pay for performance approach.  The full base pay range for this position in our compensation architecture is $171,101 - $285,168. In addition to base salary, this role includes the opportunity to be eligible for participation in the Company's discretionary bonus plan based on Company's plans and in accordance with Company’s policies.