Director of Parcel Rate Services

Lojistic is a shipping spend management platform. Since 2005 we've helped companies like Chipotle, MillerCoors, Christian Louboutin, Electrolux, Royal Caribbean, and Toshiba take real cost out of their shipping through analytics, automation, and better negotiations.

Check you match the skill requirements for this role, as well as associated experience, then apply with your CV below.

The Role

Rate Services is where Lojistic's contract optimization business lives, and it's a revenue driver, not a back-office function. You own the outcome at every stage. Before the deal, you're the expert on live prospect calls who explains how cost reduction actually gets created and gives senior buyers the confidence to move. Once it closes, you own the engagement end to end: discovery, kickoff, timelines, roadblocks, deliverables, client satisfaction. There is no handoff to operations. Throughout, you're the strategist reading carrier posture, finding the leverage, and deciding when to push and when to wait.

Think of it as the co-driver's seat. The client steers. You're the navigator who has run this route thousands of times and knows the shortcuts and the speed traps.

The Art and the Science of Billing Data

Anyone can read a carrier agreement. The job is applying it to the client's actual billing data and seeing what's really going on. Incentives that aren't landing the way the contract says they should. Accessorials creeping in where they shouldn't. Service mix drifting from the assumptions the pricing was built on. Minimums quietly eating away discounts. That's the science half. The art is knowing which of those findings actually create leverage, and how to explain them to a client who has never opened the file.

You need to be able to open a UPS billing CSV or a FedEx electronic billing file yourself and make it tell you something. Hand you a savings model and you should find the error in it before the client does.

Who We're Looking For

If you've spent years inside parcel pricing, at UPS or FedEx, in-house at a high-volume shipper, at a 3PL, or at a firm on the other side of the table, and you've become the person who leads the negotiation rather than supports it, keep reading.

You're decisive and comfortable leading a call before you have perfect information. You stay steady when a client panics mid-negotiation and the carrier is applying pressure, because your calm is often what protects their outcome. You can hold your own with a CFO in one meeting and coach an anxious logistics manager through a tense carrier call in the next. You're warm and easy to trust, and you're convincing because you actually know the answer.

Be honest with yourself about the pace, because this role is neither linear nor schedulable. A proposal lands mid-morning, four active clients need you before lunch, a stalled engagement needs restarting in the afternoon. You'll be speaking on live prospect calls within your first 30 days and fully owning an engagement by day 60.

If that pulled you in rather than wore you out, we should talk.

What You'll Be Doing

• Owning Client Engagements: Full ownership once the deal closes. Discovery, kickoff, timelines, roadblocks, deliverables, and keeping sales and analysts aligned so nothing slips.
• Working the Billing Data: Apply contract terms to real invoice detail, find the anomalies and trends that matter, pressure-test the analyst team's work, and turn numbers into a narrative clients act on.
• Leading Negotiation Strategy: Read carrier posture, identify leverage, shape positioning and messaging, and advise clients on trade-offs, sequencing, and timing.
• Building Sales Credibility: Join live prospect calls as the subject matter expert and give senior buyers confidence in the solution.
• Coaching Clients Through Pressure: Interpret carrier responses, separate bluff from reality, set realistic expectations, and keep anxious clients from making reactive decisions.
• Driving Revenue Growth: Evaluate every engagement for expansion potential and prioritize durable, multi- year outcomes over quick wins.

Skills, Experience & Qualifications Required

• Parcel Pricing Expertise: Five or more years in parcel pricing, negotiation, or contract strategy. At a carrier, in-house at a high-volume shipper, or an equivalent role at a 3PL, consultancy, or competing firm. What matters is understanding how carrier pricing actually works, not just what the terms are called.
• Negotiation Ownership: You've owned negotiations, not just participated in them. You set the strategy, shaped the messaging, and lived with the outcome.
• Carrier Billing Data Fluency: You can work directly in carrier billing data. UPS CSV files, FedEx electronic billing files, invoice-level detail. Filtering, pivots, and standard formulas are table stakes. What matters more is applying contract terms to real invoice detail, catching the outliers and trends worth acting on, and explaining them in plain language. Use AI to build the complicated formulas, we all do. But you have to know what to ask for and whether the answer you get back is right.
• Executive Presence and Client Coaching: Comfortable leading meetings with CFOs, COOs, and logistics leaders. Patient and tactful with difficult clients, with the judgment to de-escalate when tension spikes.
• Clear Communication: You make complicated pricing land in plain language, verbally and in writing, with a CFO and a warehouse manager in the same week. You'll draft client and negotiation messaging that carries real weight.
• Emotional Steadiness: Calm under pressure, low volatility, and able to slow down panic or accelerate a stalled decision as the moment requires.
• Strategic Triage and Bias Toward Action: You manage many open engagements at once, reprioritize on the fly, and make judgment calls instead of waiting for perfect information, while knowing which decisions warrant slowing down for.
• Remote Discipline: This is a full-time role with real-time client and carrier demands across the business day. How you operate when no one is watching is the whole game.
• Cross-Functional Experience: You've worked shoulder to shoulder with sales teams and can give and take constructive feedback to improve the outcome.
• Technology Proficiency: Effective with a CRM, LLMs, and modern business tools.
• Nice to Have
• Direct experience on the carrier side, at UPS or FedEx, in pricing or account management.
• Experience with regional and alternative carriers, and with multi-carrier strategy.
• Exposure to audit, recovery, or invoice validation work. xhyhwjd

Compensation, Benefits & Other Cool Stuff

At Lojistic, we're committed to a work environment that promotes happiness, personal development, and professional growth. We're a high-performing team that sets big goals, celebrates victories, and has fun along the way.

• $155K - $175K/yr base pay dependent on qualifications and experience (may someday consider cornhole skills)
• Uncapped performance-based bonus expected to add 5-10% to base pay (let's put some icing on that cake)
• 401(K) with company match (because island retirement parties don't pay for themselves)
• Health and dental benefits (promoting healthy bodies, minds, and smiles)
• Generous paid time off, including your birthday (because everyone deserves a personal holiday)
• Fully remote work environment (because daily office commutes are so 2019)
• Company sponsored personal development initiative (learn something new, surprise yourself, expand your
• universe)
• Community "greater good" service programs (good karma always finds its way back)
• Quarterly health challenges (our co-founder swears good health makes life better, and he's probably right)
• Annual company event in Southern California (let's all get together and have some fun)
• Monthly allowance for home office must-haves (coffee, more coffee, sticky notes, and whatever else fuels your genius)
• High-performance, low-ego culture focused on results, ownership, and continuous improvement

Life at Lojistic: Get a Feel for the Vibe

• Culture Overview: the Company: Back, Greater Good: Lojistic Works: Video Samples: and