Sales Operations and Pricing Manager

Iridium; McLean (VA); Hybrid; USD 105,000 - 140,000; Full time

Benefits offered by this job

Stock options

Annual bonus

Medical, dental and vision insurance

401(k) retirement plan

Job summary

Iridium seeks a Sales Operations & Pricing Manager to drive value-based pricing and governance across the quote-to-cash lifecycle. You will translate product value into scalable pricing, enable deal velocity, and partner with Sales, Product, Finance, and Legal to provide executive-ready pricing recommendations.

You will shape pricing architecture, establish guardrails, and support field execution with training. Hybrid work is expected in a global aviation/data environment.

Qualifications

• Bachelor’s degree or equivalent experience required.
• 6+ years in pricing, deal desk, revenue or sales operations.
• Experience with value-based pricing and data-driven models.
• Strong Excel skills and ability to model complex scenarios.

Responsibilities

• Own value-based pricing initiatives aligned to growth and financial objectives.
• Lead pricing and packaging definition for the product portfolio.
• Establish and operate pricing governance across key stakeholders.
• Design scalable quote-to-cash pricing solutions with Sales Ops/Systems.
• Provide pricing analytics and scenario modeling for leadership.

Skills

Pricing strategy

Advanced Excel

Salesforce knowledge

Stakeholder management

Pricing governance

Analytical reasoning

Education

Bachelor’s degree in finance, business, economics, data science, or related field

Tools

Salesforce CRM

CPQ tools

Revenue tools

Job description

Overview

Iridium is an award-winning satellite communications company operating the world's only truly global voice and data network, delivering reliable connectivity anywhere on Earth. For more than 20 years, Iridium has powered mission-critical communications for governments, businesses, aviation, maritime, and the rapidly expanding Internet of Things.

Now part of Iridium, Aireon is the world’s only space-based air traffic surveillance system, providing real-time visibility of aircraft over oceans, the poles, and remote regions. Together, Iridium and Aireon are helping build a safer, more connected, and more efficient future for global aviation.

Join our team and help shape how the world stays connected. We foster a collaborative, inclusive culture where employees are empowered to innovate, grow professionally, and make a meaningful impact.

Responsibilities

What We’re Looking For:

Aireon is seeking a Sales Operations & Pricing Manager to support our growing aviation data and analytics business. This role owns value-based pricing execution and pricing governance across the quote-to-cash lifecycle, translating product value into scalable pricing and packaging that improves deal velocity and supports Aireon’s financial objectives. You will serve as a cross-functional commercial partner to Sales, Product, Finance, Legal/Contracts, and Sales Operations/Systems—providing executive-ready pricing recommendations, establishing pricing guardrails, and enabling consistent, auditable deal execution.

What You’ll Do:

• Own and drive value-based pricing initiatives aligned to growth and financial objectives (e.g., pricing architecture, price realization, margin improvement, and discounting effectiveness).
• Lead pricing and packaging definition for the product portfolio, including packaging principles, list price structure, pricing metrics (usage/value drivers), and commercial guardrails that reflect customer value and market dynamics.
• Establish and operate pricing governance, including validation workflows, exception handling, approval routing, and escalation thresholds across Sales Management, Deal Management, Finance, and executive stakeholders.
• Design scalable quote-to-cash pricing solutions by partnering with Sales Ops/Systems to implement pricing models into enabling processes and systems (e.g., catalog structure, guided quoting rules, approval workflows, contracting inputs, and order management handoffs).
• Provide advanced pricing analytics and scenario modeling (e.g., elasticity, competitive benchmarks, revenue model options, deal-level profitability, and “what-if” scenarios) and deliver clear recommendations to business and executive audiences.
• Partner with Sales Management on strategic deals and tenders (RFIs/RFPs/tenders), shaping commercial responses, pricing/terms positioning, and win strategy—balancing competitiveness, risk, and profitability.
• Enable field execution through training and adoption, equipping Sales and Product teams to apply pricing models correctly and consistently; drive improvements based on feedback and performance data.
• Ensure pricing-related data quality and transparency in Salesforce and related deal management tools to support governance, reporting, cycle-time reduction, and continuous improvement.
• Identify and implement process improvements to reduce friction in the deal cycle and strengthen compliance, auditability, and repeatability in pricing decisions.

Qualifications

What You’ll Need to Succeed:

• Bachelor’s degree in finance, Business, Economics, Data Science, or related field (or equivalent experience).
• 6+ years of progressive experience in pricing, deal desk, revenue operations, and/or sales operations within a fast-paced SaaS or data/analytics environment.
• Demonstrated expertise in value-based pricing and pricing/packaging for data-driven business models.
• Strong analytical capability: advanced Excel skills; experience modeling complex commercial scenarios; comfort working with large datasets.
• Working knowledge of Salesforce CRM and commercial processes; ability to translate pricing logic into scalable workflows with Sales Ops/Systems (CPQ/Revenue tools experience is a plus).
• Proven ability to influence cross-functional stakeholders, including communicating pricing trade-offs and recommendations to senior and executive audiences.
• High ownership, sound judgment, and the ability to manage multiple concurrent priorities with attention to detail and strong follow-through.

Things That Would be Great if You Brought to the Table:

• Experience supporting global, multi-geo commercial teams and time zones.
• Salesforce certifications (e.g., Revenue Cloud Consultant, CPQ Specialist, Salesforce Administrator) or equivalent CPQ enablement experience.
• Familiarity with procurement and tender processes in aviation and/or government-adjacent markets.
• Knowledge of aviation surveillance/flight tracking technologies (ADS-B) and/or geospatial data

Work Environment:

This position primarily works in an office setting and is largely sedentary with the majority of the position working with a computer. The role typically requires the use of basic office equipment such as a phone, video, computer, keyboard, mouse, and printer.

We believe in-person connection drives innovation, strengthens mentorship, and builds culture, while flexibility enables employees to do their best work. Under Iridium’s Hybrid Work Policy, employees are expected to work at least four days per week (approximately 80%) in an Iridium office to support collaboration, relationship-building, and professional growth.

Additional Information

This job description outlines the general nature and level of work for this role and is not a comprehensive list of duties, responsibilities, or qualifications. Employees may be assigned additional responsibilities as needed.

Base Pay Range: $105,000 - $140,000 USD

Actual compensation will be determined based on a variety of factors and this range represents an estimate of compensation at the time of posting. Base salary is only one part of our compensation package for this role.You may also be eligible for company stock and annual bonus. Employee benefits also include medical, dental, and vision insurance coverage; 401(k) retirement plan options; paid time off and paid holidays; paid parental leave; and other discounts and perks.

Iridium is an Equal Opportunity Employer, including individuals with disabilities and protected veterans.