Head of Enterprise Pricing

As a member of the ShipBob Team, you will... 

• Grow with an Ownership Mindset: We champion continuous learning and proactive innovation. Team members are encouraged to identify challenges and take ownership of initiatives that drive merchant, company and personal growth. By tackling complex problems and exploring creative solutions, you won’t just follow a playbook, you’ll be actively building the future of ShipBob.
• Collaborate with Peers and Leaders Alike: ShipBob values collaboration and support, where team members and leaders alike are committed to helping each other succeed. We all set high standards and understand the importance of transparency at all levels. We’ve created an environment where trust, open communication, and mutual respect motivate our teams to reach new heights.
• Experience a High-Performance Culture and Clear Purpose: Our commitment to delivering results creates a goal-driven, high-performance culture where everyone is empowered to contribute to our mission with a clear understanding of their direct impact and accountability. We measure success in tangible ways, allowing each team member to see the positive outcomes of their work and celebrate shared victories.

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.  

We recognize that people come with a wealth of experience and talent beyond just the technical requirements of a job. If your experience is close to what you see listed here, please still consider applying. Diversity of experience and skills combined with passion is a key to innovation and excellence; therefore, we encourage people from all backgrounds to apply to our positions. 

About You: 

The work we do at ShipBob is both challenging and rigorous, which means our environment isn’t the right fit for everyone, and that’s okay. We welcome energetic high performers who thrive in a dynamic, collaborative, results-driven environment. We value individuals who embrace accountability and humility, push boundaries, and are motivated by challenging work. Every team member, no matter their role or tenure, is expected to roll up their sleeves and tackle the complex problems we face in today’s global supply chain. 

Learn more about our core values and how we perform at a high level in our day-to-day work on our Culture page (https://www.shipbob.com/careers/culture/).

About Us:  

ShipBob is a leading global supply chain and fulfillment technology platform designed for SMB and Mid-Market ecommerce merchants to provide them access to best-in-class capabilities and to deliver a delightful shopper experience. Merchants can outsource their entire fulfillment operations, utilize ShipBob’s proprietary warehouse management system for in-house fulfillment, or take advantage of a hybrid solution across ShipBob’s dozens of fulfillment center network in the United States, Canada, Mexico, United Kingdom, Europe, and Australia. ShipBob is backed by leading investors like Menlo Ventures, Bain Capital Ventures, Hyde Park Venture Partners, and SoftBank Vision Fund 2, and is one of the fastest-growing tech companies headquartered in Chicago. 

ShipBob provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. 
 
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.