Pricing & Value Engineering Lead

About AirOps

AirOps helps brands get found and stay found in the AI era. As the first end-to-end content engineering platform, we give marketing teams the systems to win visibility across traditional and AI search with one durable advantage: quality.

Thousands of marketers use AirOps to see how their brand shows up across the new discovery landscape, prioritize the highest-impact opportunities, and create accurate, on-brand content that earns citations from AI platforms and trust from humans. We are building the platform and profession that will equip a million marketers to lead the next chapter of marketing, where creativity and intelligent systems work together and quality becomes the strategy that lasts.

AirOps is backed by Greylock, Unusual Ventures, Wing VC, Founder Collective, XFund, Village Global, Alt Capital, and more than a dozen top marketing leaders, with hubs in San Francisco, New York, and Montevideo.

Pricing & Value Engineering Lead (Enterprise)

We’re looking for a Pricing & Value Engineering Lead 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—someone 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 deeply with Product, Sales, and Marketing to ensure our 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 closely 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 compelling 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 change impact.

• Work with Marketing to integrate pricing and value stories into campaigns, launches, and content that resonates with target personas.

• Advise on tooling & processes for quoting, billing, and reporting (Stripe/Chargebee, CPQ, CRM alignment).

• Enable Sales & CX with training, playbooks, and materials to confidently position pricing and value in enterprise conversations.

• Continuously monitor market trends and competitor strategies to keep AirOps ahead in pricing innovation.

Experience

• 4–6 years overall experience, with a stint in investment banking, trading, management consulting, strategic finance, product, or similar analytical role; and with at least one role in an early-stage startup.

• Track record of pricing model design, monetization strategy, or value engineering for enterprise customers.

• Strong analytical skills with advanced spreadsheet modeling; SQL skills preferred for product and customer usage analysis.

• Proven ability to work across Product, Sales, Marketing, Finance, and Executive teams to drive decisions and execution.

• Comfortable presenting to both internal leadership and customer executives (CFO, COO, CRO).

• Familiarity with usage-based and AI/LLM product pricing models.

• Experience with CPQ, billing, and CRM systems a plus.

• Exceptional written and verbal communication skills, with the ability to translate data into compelling business narratives.

Our Guiding Principles

1. Extreme Ownership

2. Quality

3. Curiosity and Play

4. Make Our Customers Heroes

5. Respectful Candor

Benefits

• Equity in a fast-growing startup

• Competitive benefits package tailored to your location

• Flexible time off policy

• Parental Leave

• A fun-loving and (just a bit) nerdy team that loves to move fast!