[Hiring] Director of Pricing @MODE Global

Role Description

The Director of Pricing will establish and lead a centralized pricing capability for MODE Global's freight brokerage business. This person will own the pricing strategy and execution needed to convert spot, email, API, agent, RFP, RFQ, and dedicated opportunities into profitable freight. The role is designed for a commercially minded, data-driven operator who can personally quote freight, make sound decisions quickly, and build a repeatable pricing discipline as volume grows. This is initially an individual leadership role. The Director will work closely with the existing centralized dispatch team, which will assume responsibility for operational execution after an opportunity is awarded. The Director will not own dispatch or shipment coverage.

What You'll Do

• Centralized Spot Pricing:
  • Own daily pricing and bid execution for centralized spot opportunities across supported customer channels.
  • Develop lane-level pricing strategies using market conditions, historical performance, carrier cost signals, customer behavior, service requirements, and target margin.
  • Balance win rate, volume, and profitability rather than optimizing for any single measure in isolation.
  • Create practical quoting rules, escalation thresholds, and decision standards that allow the business to respond consistently and quickly.
• Digital and Email Quote Strategy:
  • Lead the commercial use of Tabi Connect for API and portal-based spot bidding, including the initial portfolio of customers provided for launch.
  • Re-explore Vooma email quote capabilities and define how email opportunities can be centralized, priced, tracked, and converted more effectively.
  • Partner with digital and technology teams to improve pricing data, workflow automation, bid logic, reporting, and system adoption.
  • Use performance data to identify where pricing should be automated, guided by rules, or retained for direct human judgment.
• IBO and Agent Growth:
  • Work with Tabi and internal partners to identify customer accounts and opportunities that are not currently being bid by independent business owners and agents.
  • Price and bid qualified opportunities on behalf of participating agents while preserving the agent relationship and applicable sales commission.
  • Build a transparent operating model that defines account eligibility, ownership, handoffs, commissions, reporting, and issue resolution.
  • Create net new revenue for MODE Global and incremental commission opportunities for agents without disrupting actively managed business.
• Strategic and Contract Pricing:
  • Apply advanced pricing expertise to RFPs, RFQs, mini-bids, project freight, and dedicated transportation opportunities.
  • Evaluate lane fit, network balance, volume commitments, seasonality, carrier capacity, accessorial exposure, and margin risk before recommending pricing.
  • Partner with sales and account leadership to shape bid strategy, identify attractive opportunities, and communicate pricing assumptions and risks.
  • Support post-bid reviews to understand wins, losses, pricing gaps, and opportunities to improve future submissions.
• Performance Ownership:
  • The Director will establish reporting and maintain clear accountability for centralized pricing performance. The role will be measured primarily on winning qualified freight and building a repeatable pricing capability.
  • Average net revenue per load will serve as a pricing-quality baseline, recognizing that final transaction economics are also affected by carrier procurement and coverage decisions made by centralized dispatch.
  • Core measures will include:
    • Loads won: Monthly awarded and converted load volume across eligible spot, API, email, IBO or agent, RFP, RFQ, project, and dedicated opportunities, with ramp targets aligned to the available opportunity pool.
    • Average net revenue per load: Pricing quality measured against an initial target benchmark of approximately $215 per load and a minimum guardrail of $190, subject to approved strategic exceptions.
    • Strategic pricing contribution: Value created through RFPs, RFQs, mini-bids, dedicated opportunities, lane strategy, pricing recommendations, and identification of attractive or high-risk business.
    • Pricing function implementation: Progress establishing centralized workflows, quoting standards, decision rules, reporting, bid-performance visibility, automation opportunities, and adoption across supported channels.
• Leadership and Collaboration:
  • Serve as the central point of accountability for brokerage pricing strategy, standards, and performance.
  • Own accurate quarterly performance reporting, maintain clear load attribution, and prevent eligible loads from being missed, duplicated, or credited through more than one channel.
  • Operate as a hands-on player-coach who can personally execute complex pricing work while creating processes that can scale.
  • Coordinate clean post-award handoffs with centralized dispatch.
  • Build trusted working relationships with sales, operations, independent business owners, agents, finance, carrier teams, technology partners, and executive leadership.
  • Translate pricing results into clear recommendations, including where MODE Global should pursue, reprice, automate, or decline business.

Qualifications

• 5+ years of pricing experience within truckload freight brokerage, third-party logistics, transportation, or a closely related environment.
• Bachelor’s degree or equivalent relevant work experience required.
• Demonstrated success pricing spot freight and supporting RFP, RFQ, contract, or dedicated transportation opportunities.
• Strong knowledge of freight markets, lane economics, carrier cost drivers, seasonality, customer buying behavior, and brokerage margin management.
• Ability to analyze large opportunity sets, recognize patterns, and convert findings into practical pricing decisions.
• Experience working with transportation management systems, pricing platforms, digital freight tools, APIs, email-based quote workflows, or market intelligence sources.
• Strong commercial judgment and the confidence to make time-sensitive decisions with incomplete information.
• Clear written and verbal communication skills, including the ability to explain pricing recommendations to commercial and operational stakeholders.

Preferred Qualifications

• Experience building or centralizing a brokerage pricing function.
• Experience working in an agent or independent business owner brokerage model.
• Experience with automated bidding, dynamic pricing, pricing rules, or quote optimization.
• Advanced proficiency with Excel and business intelligence or data visualization tools.
• Bachelor's degree in business, supply chain, logistics, finance, analytics, or a related field strongly desired.

What Success Looks Like

Within the first year, the Director of Pricing will have established a disciplined centralized pricing operation that expands bid participation, improves visibility into pricing performance, creates measurable net new revenue, and supports profitable growth across spot, email, API, IBO, RFP, RFQ, and dedicated opportunities. Success will be demonstrated through sustained load wins, sound average net revenue per load, accurate reporting, and consistent pricing discipline.

MODE Global is an equal employment opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status or any other characteristic protected by law.