Director, Pricing

Director of Pricing

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.

• 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.

• 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.

• 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.

• 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.

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.

• Serve as the central point of accountability for brokerage pricing strategy, standards, and…