Senior Pricing Manager - Dark Fiber & Infrastructure

Overview

This role leads pricing strategy, deal support, and commercial analysis for fiber infrastructure offerings, with a primary focus on hyperscale customers, neocloud companies, and large strategic enterprise opportunities. Acting as a senior individual contributor, you will serve as the lead financial architect for complex bids, custom builds, and hyperscale pursuits.

Responsibilities

• Develop pricing strategies and financial models for dark fiber, fiber infrastructure, and related network solutions, emphasizing hyperscale and large enterprise opportunities.
• Lead commercial pricing support for complex bids, custom builds, overbuilds, and strategic customer pursuits.
• Model and analyze deal economics, including revenue, margin, capital requirements, payback period, and NPV.
• Structure and price IRU, lease, and other long-term commercial arrangements for metro and long-haul fiber opportunities.
• Partner with Sales and business leadership to create customer-specific pricing recommendations that balance market competitiveness with return thresholds.
• Support negotiation strategy by evaluating impacts of pricing and other contractual concessions.
• Build and maintain pricing tools, scenario models, and approval packages for executive review.
• Collaborate with Network Engineering to incorporate route design, build costs, and service delivery considerations into commercial models.
• Prepare clear, executive-level summaries of deal economics, risks, assumptions, and recommended pricing positions.
• Partner with Finance, Sales, and Product on forecast assumptions, revenue planning, and portfolio performance tracking metrics.
• Conduct post-deal analysis to improve pricing discipline, win-rate effectiveness, and return performance over time.

Requirements

• Bachelor’s degree or four or more years of work experience.
• Six or more years of relevant experience required, demonstrated through one or a combination of work and/or military experience, or specialized training.
• Six or more years of pricing and financial analysis experience within the telecommunications or high-tech sectors, with a specific focus on Dark Fiber.
• Expert-level proficiency in financial modeling and management of complex contractual agreements, specifically those involving infrastructure and IRU models.
• Experience evaluating capital-intensive infrastructure opportunities and communicating recommendations to senior stakeholders.
• Strategic leadership experience, including experience working cross-functionally across commercial, technical, and financial teams.
• Strong business judgment and experience operating in a fast-paced, high-visibility environment.
• Excellent presentation skills, with experience distilling complex models into concise recommendations.
• Pricing experience including strong understanding of pricing principles, profitability analysis, and investment return metrics, with ability to balance strategic growth objectives with disciplined commercial decision-making.
• Industry knowledge with deep understanding of Dark Fiber economics and emerging AI infrastructure trends.
• Minimal travel may be required.

Preferred Qualifications

• Advanced degree in Finance, Economics, Business Administration, or equivalent professional experience.
• Fiber infrastructure knowledge, including familiarity with interpreting KMZ mapping files and understanding physical route infrastructure.
• Entrepreneurial mindset with proven success in a startup or high-growth environment, including experience operating within a hyperscaler or similar large-scale cloud infrastructure ecosystem.
• Strong collaboration and communication skills.

Compensation & Benefits

• The salary will vary depending on location and confirmed job-related skills and experience. This is an incentive-based position with potential to earn more.
• For part-time roles, compensation will be adjusted to reflect hours.
• Annual salary range (full-time): $105,000.00 - $201,000.00.
• Annual salary range (Colorado locations, full-time): $115,500.00 - $201,000.00.
• Annual salary range (Illinois locations, full-time): $115,500.00 - $201,000.00.
• Annual salary range (New York locations, full-time): $115,500.00 - $201,000.00.
• Benefits may include health and wellness options: medical, dental, vision, short- and long-term disability, basic life insurance, supplemental life insurance, AD&D insurance, identity theft protection, pet insurance, and group home & auto insurance.
• Matched 401(k) savings plan.
• Up to 8 company-paid holidays per year and up to 6 personal days per year.
• Paid parental leave, adoption assistance, and tuition assistance.
• Potential for premium pay depending on the role (e.g., overtime, shift differential, holiday pay, allowances).
• Newly hired employees receive up to 15 days of vacation per year, increasing with additional service.
• Part-timers may be eligible for some benefits depending on individual circumstances.

Location

• Remote role with work-from-home setup, plus occasional in-person trainings and meetings.
• Scheduled Weekly Hours: 40.
• This position can be located in other valid locations.