[Hiring] Commercial Strategy & Pricing Lead @Viasat, Inc.

Role Description

We are building a global Non-Terrestrial Network (NTN) business anchored on a LEO satellite constellation and ground infrastructure that serves as the connectivity fabric for an expanding portfolio of commercial markets. The VP, Commercial Strategy & Pricing will be a key architect of how we execute across both modes.

The Vice President, Commercial Strategy & Pricing is a senior executive with business-wide authority over commercial strategy, pricing architecture, bid governance, and deal execution across all NTN product lines. This leader sits at the intersection of strategy, finance, and business development.

This is a high visibility role that demands a blend of strategic vision, financial rigor, and operational discipline.

What you'll do

• Commercial Strategy & Market Development:
  • Define and own the commercial strategy across Direct-to-Cell, IoT, Direct-to-Automotive, Autonomy, and Global Safety Communications product lines.
  • Identify and assess market entry modes for each segment.
  • Map competitive landscapes, benchmark pricing, and establish market intelligence processes.
  • Develop channel and distribution strategies where appropriate.
• Pricing Architecture & Governance:
  • Architect the pricing framework across all product lines.
  • Develop pricing strategies that are consistent and aligned with corporate strategy.
  • Establish commercial guardrails in partnership with Finance and Legal.
  • Monitor the competitive pricing landscape and translate insights into actionable strategy recommendations.
• Bid Review & Proposal Management:
  • Lead and manage the bid review process.
  • Establish and enforce bid governance standards.
  • Serve as the primary decision-maker for complex or high-value bids.
  • Drive deal velocity without compromising deal quality.
• Financial Modeling & Business Case Development:
  • Partner with Finance to develop robust P&L models.
  • Evaluate economic models for bids.
  • Ensure business models are aligned with financial outcomes.
• Deal Structuring & Negotiation:
  • Lead or oversee all material commercial negotiations.
  • Drive the process for obtaining approvals on major bids and pricing decisions.
  • Prepare and present executive-level analyses and recommendations.
• P&L Partnership & Revenue Accountability:
  • Partner directly with each product line P&L leader.
  • Own the commercial pipeline across product lines.
  • Identify cross-product-line commercial opportunities.
  • Be accountable for overall commercial performance metrics.
• Leadership & Organizational Development:
  • Build, mentor, and lead a high-performing commercial function.
  • Cultivate a culture of commercial excellence.
  • Act as a strategic partner to Finance, Business Development, Product, and Operations.
  • Represent the commercial function in leadership forums.

Qualifications

• 15+ years of progressive experience in commercial strategy, pricing, business development, or go-to-market leadership.
• Bachelor's degree in Business, Finance, Economics, Engineering, or a related field required.
• Demonstrated track record closing large, complex, multi-stakeholder commercial agreements.
• Proven experience leading complex bid and pricing processes.
• Experience operating across both channel/distribution and direct enterprise sales motions.
• Prior accountability for revenue or P&L in a multi-product or multi-segment business.
• Exposure to NTN, satellite communications, IoT, automotive connectivity, or adjacent mobility markets.
• Experience operating in global or multi-regional organizations.
• Track record managing or leading distributed teams across multiple regions/geographies.

What will help you on the job

• Capabilities:
  • Commercial architecture: able to design pricing models and deal structures.
  • Bid governance: experienced leading end-to-end bid review processes.
  • Financial acumen: hands-on experience building cost models and business cases.
  • Negotiation: senior executive presence across the table from key stakeholders.
  • Cross-functional influence: works effectively across various functions.
  • Analytical: translates market data into clear commercial decisions.
  • Communication: crisp, credible communicator.
  • Global mindset: comfortable operating across diverse contexts.
  • Team management: experience building and developing high-performing teams.
• Leadership Attributes:
  • Strategic thinker who can translate market intelligence into commercial strategies.
  • Decisive and comfortable operating with ambiguity.
  • Strong executive presence with the ability to influence senior stakeholders.
  • Collaborative and transparent leadership style.
  • Results-oriented with a bias for action.

What Success Looks like

• Established a coherent commercial strategy and pricing architecture.
• Closed or substantially progressed anchor commercial agreements.
• Built and operationalized a commercial function capable of scaling.
• Identified and presented credible full-stack provider opportunities.
• Created pipeline visibility and revenue forecasting discipline.
• Established trusted relationships with P&L leaders and executive leadership.

Salary range

$228,000.00 - $360,000.00 / annually.

For specific work locations within San Jose, the San Francisco Bay area and New York City metropolitan area, the base pay range for this role is $283,000.00- $425,000.00/ annually.

EEO Statement

Viasat is proud to be an equal opportunity employer, seeking to create a welcoming and diverse environment. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, ancestry, physical or mental disability, medical condition, marital status, genetics, age, or veteran status.