Strategy and Ops

Pallet; San Francisco (CA); On-site; USD 150,000 - 225,000; Full time

Job summary

Pallet is building AI Agents to transform the physical economy, aiming to modernize the global supply chain. You will join the Strategy and Ops team, owning growth problems and reporting to the Chief of Staff, while collaborating with the CEO.

This role sits in San Francisco, with onsite work and close investor and executive exposure. You will shape pricing, business cases, and the GTM strategy, taking ownership of high-leverage work as Pallet scales toward its next growth phase.

Qualifications

• Experience pricing, business-case development and sales enablement.
• Ability to build pricing models and value-based strategies.

Responsibilities

• Pricing, business case development and sales enablement.
• Run executive and partnership network; help run events and strategies for product and commercial strategy; help build the GTM engine.
• Support strategic decision-making and drive partnerships to scale the business value.

Skills

Pricing strategy

Business case development

Sales enablement

Job description

About Pallet

Pallet is building AI Agents to transform the physical economy, a $12 trillion global TAM. We've raised $50M from top investors, including General Catalyst, Bessemer Venture Partners, and Bain Capital Ventures.

About Pallet

Pallet is building AI Agents to transform the physical economy, a $12 trillion global TAM. We've raised $50M from top investors, including General Catalyst, Bessemer Venture Partners, and Bain Capital Ventures.

Our mission is to increase the efficiency of the global supply chain by automating the manual workflows that slow supply chain teams down. Our flagship platform provides end-to-end visibility, and control.

As companies across the physical economy look to drive efficiency, many are turning to Pallet to lead the way. With deep supply chain expertise and cutting-edge AI capabilities, we're positioned to build the next $10B company powering the physical economy.

Join us and work alongside leaders from Google, DoorDash, YC, and more to shape the future of supply chain technology.

The role in one paragraph

You sit in the Strategy and Ops team and own the growth problems that decide whether Pallet becomes a generational company. You report to Ryan Gu, our Chief of Staff, and work closely with Sushanth Raman, our CEO. In practice, you're close to the decisions that set direction.

Why this role exists.

Sushanth has been doing most of this himself. Channel partnerships, value-based pricing, investor and advisor networks, executive relationships — these have been the CEO's own projects, run out of his calendar. That no longer scales. You're not hired into a function someone else defined; you're taking handoff of the CEO's highest-leverage work, alongside Ryan and the rest of the Strategy and Ops team.

Reporting & exposure

Works closely with

Sushanth Raman (CEO), Abbey Garwin (VP of Global Sales), Jeff Zhao (Head of Product), Austin Zheng (Head of Finance), Nilkanth Patel (CTO)

Investor exposure

Our investor network is part of the growth surface. You'll meet people at General Catalyst, Bessemer, and Bain Capital Ventures through partnership work and events.

Location

San Francisco (FiDi) onsite Mon-Fri

What the work actually looks like

Here's the real mix from someone about a month into this seat. Treat it as a picture of the territory, not a job spec - the split will shift with your strengths and what the company needs that quarter.

Business value and pricing

• Pricing, business case development and sales enablement

Executive support, strategy, and internal leverage

• Running our executive & partnership network, help run events and strategies for product and commercial strategy as well as helping to build the GTM engine.

What good looks like at the end of a quarter:

new partners sourced and activated, a pricing or business-case change that shows up in closed deals, and multiplying the potential output of our commercial and deployment teams.

What this role is not

• Not a research function.
• Not account management.
• Not fully defined, on purpose.

Why Pallet, and why now

• The market. The physical economy is a $12T global industry running on manual workflows. We're rebuilding the operation layer with AI agents.
• Talent density. You'd work next to people who were early at DoorDash, Google/Nest, Ramp, Scale, AtoB, Assembled, and Verkada, plus MIT supply chain and McKinsey alumni.
• The window. Outsized influence over product, GTM, and company trajectory only exists for a short stretch of a company's life.

How your career scales here

• Nilkanth Patel: IC Head of Product Engineering CTO
• Jeff Zhao: first business hire Head of Deployments/Product
• Austin Zheng: Chief of Staff Head of Finance
• Grace Turner: first recruiter Head of Talent

Realistic paths from this seat: Head of Growth, Head of Partnerships, Head of Pricing and Business Value, or GM of a product line. Which one depends on which part of the work you make yours.

Compensation

• Base: $150,000-225,000 plus equity and full benefits

Interview process

• Chat with Grace Turner, Head of Talent — 30 min
• Business case conversation with Ryan Gu, Chief of Staff — 45-60 min
• Short Excel modeling exercise, on your own time
• Final interview, onsite in San Francisco — ~3.5 hours
• Brief background and reference check

We move fast and keep you informed at every stage.

Our Benefits

• Health, Vision, and Dental benefits
• Take-what-you-need Paid Vacation
• Life Insurance and Accidental Insurance
• Short-Term Disability Coverage
• Generous salary and equity for all staff
• 401k option; helping you save for the future
• Paid parental leave to support growing families
• Yearly learning and development stipend
• Commuter benefits for Bay Area and New York employees
• Uber ride stipend if you ever have to work late in the office
• Remote office home stipend to get you comfy in your space for remote employees
• Free professional headshot
• Daily catered lunches and dinners provided in office
• Complimentary On-Site Gym: Our SF office has a fully equipped gym
• Onboarding trip to one of our offices if you work remotely
• Monthly happy hours
• Annual Company Offsites; our last one was in Palm Springs CA

Workplace Policy

We are an in-person company. Our offices in San Francisco, New York City and London are where ideas get built, decisions get made, and the team gets stronger. We have invested in making them genuinely great places to spend your day, with catered lunches, monthly happy hours, and people who care about the work and each other.

Most of our team works in office five days a week. For select roles, we hire remotely across the U.S. Remote employees come to one of our offices for their first week to onboard and meet the team, and we cover the full trip.

Every role is different. Travel expectations are always shared upfront in the job description and confirmed in your first call with us.

Equal Opportunity

Pallet is an Equal Opportunity Employer. We make all employment decisions based solely on merit. We provide equal employment opportunities to all applicants and employees without discrimination on the basis of race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, disability status, or any other applicable legally protected characteristic. We prohibit any form of discrimination or harassment. This policy applies to all terms and conditions of employment, including hiring.

Candidate Privacy Notice

Please review Pallet's Candidate Privacy Notice here.

Accommodations

Pallet complies with the Americans with Disabilities Act (ADA), as amended by the ADA Amendments Act, and all applicable state or local laws. We will reasonably accommodate qualified individuals with a disability during the application process and throughout employment as required by law.

If you need any assistance or accommodations due to a disability, please contact us at [e-mail].