Director - Pricing Strategy & Analytics (Marketing)

JOB SUMMARY

Pricing is the single highest-leverage product at PODS. Every quote is a product decision, shaped by geography, seasonality, utilization, competitive dynamics, and customer behavior, and today that product is largely manual and rules-based. The Director of Pricing Strategy & Analytics will own the vision, roadmap, and execution to transform pricing into a modern, data-driven product that optimizes conversion, margin, and network utilization across every customer interaction.

This is a product leadership role applied to pricing. The Director will define the pricing product strategy, build the analytical foundation to measure performance, and lead a cross-functional team through iterative discovery, testing, and delivery. The ideal candidate brings deep product discipline and analytical rigor to a complex commercial domain: starting from business outcomes, working backward to the data and systems required, and delivering against a structured roadmap. Prior pricing experience is valued but not required; the ability to rapidly learn a new domain, apply structured product thinking, and lead through data is essential. This is a high-autonomy, high-accountability role at the intersection of strategy, data, and execution.

Location: Headquarters - Clearwater, Florida.

ESSENTIAL DUTIES AND RESPONSIBILITIES

The Director Pricing Strategy & Analytics will own the pricing product across InterFranchise and Local Residential segments, from strategy through execution, translating market signals, conversion data, and utilization constraints into a pricing roadmap with clear OKRs tied to revenue, margin, and conversion outcomes. Responsibilities include:

• Own the multi-year pricing product vision and translate it into quarterly roadmaps with measurable outcomes. Define success criteria for each stage of pricing maturity, from today's rules-based system through a fully dynamic, algorithmically informed engine.
• Lead pricing discovery and strategy: identify the highest-leverage opportunities through rigorous analysis of segments, geographies, and competitive dynamics. Sequence the roadmap based on expected impact, feasibility, and dependencies.
• Develop deep domain expertise in PODS' pricing economics, understanding how geography, distance, seasonality, container utilization, and competitive positioning interact to drive customer conversion and margin. Established frameworks, data infrastructure, and institutional knowledge are in place to support rapid onboarding.
• Direct the team's analytical work: define the right questions, set quality standards for data and methodology, and critically review output. Ensure the team maintains clean, trustworthy data pipelines from quote through collection, with sufficient analytical fluency to identify errors in methodology or results.
• Lead pricing diagnostics: when conversion or margin shifts, own the decomposition. Separate price effects from prospect quality shifts, agent performance changes, and seasonal patterns. Develop repeatable diagnostic frameworks the team can execute independently.
• Own the connection between quoted price and collected revenue. Understand and quantify leakage across the discount waterfall, including agent close discounts to post-booking adjustments to promotional mechanics.
• Drive end-to-end product delivery for pricing system changes, from requirements definition through testing, launch, and post-launch measurement. Partner closely with IT, Engineering, and vendor teams to manage trade-offs and deliver iteratively.
• Champion experimentation as the primary method of validating pricing hypotheses. Design A/B pricing tests with proper controls, define success criteria upfront, and measure incrementality before scaling.
• Serve as the primary pricing voice cross-functionally, translating analytical findings into clear, actionable recommendations for Sales, Operations, Finance, and executive leadership.
• Own demand forecasting models that feed FP&A, Operations capacity planning, and the annual revenue blueprint. Drive continuous improvement in forecast accuracy and model fidelity.
• Foster a team culture of ownership, curiosity, and intellectual honesty, where decisions are grounded in data, assumptions are tested through experimentation, and ambiguity is met with investigation rather than inaction.

MANAGEMENT & SUPERVISORY RESPONSIBILTIES

• Reports to Vice President, Digital.
• Directly manages a team of Pricing Managers/Analysts (2-3), a Pricing Systems/Technology Specialist (1), and a Data Analyst (1). Anticipated 4-5 direct reports. Full management authority includes hiring, performance management, compensation decisions, and terminations. Responsible for team budget and vendor oversight as applicable.

JOB QUALIFICATIONS: Education & Experience Requirements

• Deep experience defining product vision, building roadmaps with clear success metrics, and sequencing work based on expected business impact and feasibility
• Strong analytical rigor with the ability to read and critique SQL, identify methodology flaws, recognize when a metric is masking a composition effect, and direct analytical resources toward the right questions
• Proven ability to translate complex analytical findings into clear, concise narratives for executive and non-technical audiences, including the ability to present trade-offs and articulate what a recommendation does and does not account for
• Demonstrated ability to learn new business domains rapidly, developing working fluency in unfamiliar economics, levers, and constraints without requiring years of industry-specific tenure
• End-to-end delivery orientation, with the ability to drive an initiative from discovery through requirements, development, launch, and post-launch measurement in close partnership with technical teams
• Strong judgment about when data supports a conclusion versus when it reflects a measurement artifact, and when additional investigation is warranted versus when sufficient evidence exists to act
• Track record of recruiting, developing, and retaining high-performing analytical talent, with a leadership style that emphasizes coaching, accountability, and intellectual honesty
• Proven ability to lead in ambiguous environments where strategy is emergent, making progress with imperfect data while maintaining analytical discipline
• Cross-functional credibility with the ability to engage substantively with Finance on margin implications, Operations on capacity constraints, and Technology on system architecture trade-offs