Director, Commercial - Pre-Sales & Pricing
Ofload
Job Description
About the role
As the Director, Commercial (Pre‑Sales & Pricing) you’ll own & evolve Ofload’s pricing capability that underpins Ofload’s growth. Reporting to the VP Commercial, you’ll be responsible for developing the pricing strategy, commercial frameworks and operating model that enables us to win profitable business, protect margin and improve network profitability.
This isn’t a traditional pricing role focused solely on quotes and tenders. You’ll own and shape how Ofload prices across customers, lanes and service offerings, using commercial insight and data to influence where we compete, how we win, and how we continue to build a more scalable commercial engine.
Working closely with Sales, Carrier Performance, Network Optimisation, Finance and Executive Leadership, you’ll connect customer demand with network economics to drive sustainable growth while leading the evolution of our pricing tools, processes and team.
This is a highly strategic leadership role for someone who combines commercial instinct with analytical rigour, enjoys solving complex business challenges through data and AI‑enabled decision making.
What you’ll do
- Develop and own Ofload’s pricing strategy, commercial frameworks and pricing governance.
- Lead pricing across our largest customer opportunities and strategic tenders, balancing competitiveness with disciplined margin outcomes.
- Own lane and customer profitability, commercial analytics and pricing performance across the business.
- Design pricing models, rate card strategies and commercial guardrails that support long‑term growth.
- Partner with Sales on opportunity qualification, pricing strategy, bid conversion and cross functional partnership on execution.
- Work alongside Carrier Performance and Network Optimisation to improve buying power, network utilisation and pricing outcomes.
- Identify commercial opportunities through analysis of margin leakage, cost‑to‑serve, fuel impacts and network performance.
- Modernise and automate pricing systems, reporting and workflows to improve scalability and reduce manual effort.
- Lead and develop a high‑performing pricing team while establishing best practice processes and ways of working.
- Provide commercial insight and recommendations to the VP Commercial, COO and CEO to influence business strategy and investment decisions.
Qualifications and Skills
- Senior leadership experience across pricing, commercial strategy, revenue management or commercial finance within logistics, freight, transport or another complex B2B industry.
- Demonstrated success building pricing capabilities that improve win rates, profitability and commercial performance.
- Proven track record of driving cross‑functional outcomes across multiple teams and complex, sequenced delivery milestones.
- Strong experience with pricing strategy, commercial modelling, margin management, customer profitability and commercial analytics.
- Experience leading complex tenders, enterprise pricing or strategic commercial negotiations.
- Proven ability to build frameworks, operating models and scalable commercial processes within high‑growth businesses.
- Build strong cross‑functional partnerships, collaborating with Sales on opportunity qualification, pricing strategy, bid conversion and execution to deliver commercial outcomes.
- Experience leading, coaching and developing high‑performing commercial teams.
- A strategic thinker with strong analytical capability and a passion for solving complex commercial problems.
At Ofload we prioritise impact, aptitude and passion, so we’d encourage you to apply even if you don’t meet every requirement. If you require any reasonable adjustments throughout the interview process, please let us know.
More than a job!
We look after you through:
- Flexibility and Wellbeing: Hybrid working, additional leave for volunteering, celebrations and personal milestones.
- Empowerment and Growth: A $500 annual learning budget, Lunch & Learns, workshops and ongoing development opportunities.
- Our annual Summer Camp offsite.
Office Benefits
- Weekly catered breakfast and monthly team lunches.
- Morning coffee from our local café.
- Quarterly celebrations and team events.
- Table tennis, board games and an office library.