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Pricing & Margin Analyst
Our client is a fast-growing logistics technology company helping modern brands streamline their international supply chain. They are scaling rapidly and building a best-in-class Revenue Operations function to support Sales, Marketing, Partnerships, and Customer Success.
Every merchant deal is priced from a multi-part cost stack: air freight, duties and customs, pick & pack, and last-mile carriers that vary by weight, zone, lane, and product type. As Pricing & Margin Analyst, you will own that process end to end: building price cards for new deals and then checking that actual results match what was priced.
This is a hands-on individual contributor role, not a management role. You will be the bridge between the North American Sales team and the operations team in China, speeding up a process that is currently slow and back-and-forth. A pricing process and a large base of materials already exist (about 10 carriers, each with around 10 lines, and 100+ price cards). You will learn them quickly, validate them, and improve them.
You will report to the COO, with a weekly check-in and otherwise a self-directed way of working.
Build standard and custom price cards for new deals at target margin, working from the Sales request queue in Jira.
Determine which carrier and line applies to each product and destination, including restricted items (e.g., batteries, knives), weight divisors, zones, and footnotes in carrier rate sheets.
Join calls with Sales to understand what they need, and with the China team to confirm what can ship on which line and at what cost.
Model non-standard setups such as direct injection, bonded US inventory, new origin countries, and large accounts with unusual product profiles.
Investigate margin drops or gaps between actuals and the model (price card changes, weight mix, carrier, zone, surcharges) and recommend fixes.
Model peak-season surcharges and pricing scenarios that Sales can take to merchants.
Validate models against raw billing and shipment data, and confirm assumptions with the China operations and finance teams.
Identify structural margin improvements, such as carrier mix, minimum weights, and pricing structure.
Flag deals that don't work at the proposed numbers and show the math. Final decisions on major pricing and discount questions rest with the COO and leadership.
Ideally 7+ years of experience in pricing, financial analysis, or a related field, with a preference for people who enjoy doing the work themselves rather than managing others.
Strong Excel or Google Sheets skills and solid unit economics modeling. Building a price from a cost stack and knowing what moves margin matters more than advanced math.
Clear communicator in writing and on calls, able to explain a margin result to a salesperson in two minutes and write questions the China team can answer in one reply.
Persistent and responsive. Keeps asking until the numbers tie out to source data, is not afraid to be "annoying" in the right way, and closes loops without being chased.
Good instinct for spotting when numbers look off.
Comfortable with messy data (carrier rate sheets in Excel, incomplete billing exports, Slack threads), and able to state assumptions instead of waiting for perfect data.
Uses AI tools such as Claude daily, and verifies the output against raw data and common sense before sharing it.
Able to deliver a range with clear assumptions on time, then tighten it.
Willing to push back on Sales or senior leaders when the numbers don't support a deal.
Professional English, written and spoken.
Experience in logistics, freight forwarding, 3PL, or e-commerce shipping (weight tiers, dimensional weight, zones, last-mile carriers, duties)
Deal desk or pricing experience at a B2B services company, working with Sales on live deals
SQL (BigQuery and Metabase are a plus)
Mandarin
Tools: Google Sheets, Excel, BigQuery, Metabase, Jira, Slack, Claude
Full-time, remote. You can be based anywhere in the world.
About 5 to 6 hours of daily overlap with US Eastern business hours.
Most days, about 1 hour of overlap with the China team, which may mean an early-morning or evening call. Some team members split their day (for example, an early call with China, a break, then the US afternoon).
10 days of paid time off plus holidays
Fully remote, work from anywhere