Pricing & Value Engineering Lead

Pricing & Value Engineering Lead (Enterprise) at AirOps

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 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.

Role

Pricing & Value Engineering Lead (Enterprise) — 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. The candidate should be 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 with Product, Sales, and Marketing to ensure 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 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 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 impact.
• Work with Marketing to integrate pricing and value stories into campaigns, launches, and content for target personas.
• Advise on tooling and processes for quoting, billing, and reporting (Stripe / Chargebee, CPQ, CRM alignment).
• Enable Sales & CX with training, playbooks, and materials to position pricing and value in enterprise conversations.
• Continuously monitor market trends and competitor strategies to keep AirOps ahead in pricing innovation.

Experience & Qualifications

Guiding Principles

Benefits

Job Details

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