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Pricing, Yield, & Sales Compensation Manager

External
Lyft logoLyft · San Francisco, CA
Full-timeOn-siteToday
CRMExcelFinancial ModelingLeadershipSalesforce
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Responsibilities

  • Direct Inventory Pricing & Yield Management: Own the Lyft Ads rate card strategy across all direct-sold formats (display, in-app, sponsored placements) and enforce pricing discipline through the order management system, Boostr.
  • Set and manage CPM floors and pricing tiers, and partner with Sales and Ad Ops to evaluate custom deal structures and non-standard pricing requests against margin thresholds.
  • Monitor sellthrough, utilization, and margin by product line, and surface risks and opportunities in weekly and monthly yield reviews.
  • Managed Service Performance Oversight: Serve as the internal owner of our vendor led Audience Extension managed service performance, holding the vendor accountable to agreed CPM targets, margin commitments, and delivery standards.
  • Conduct regular performance reviews of Vendor campaigns, analyzing CPMs, pacing, margin, and advertiser outcomes, while escalating underperformance with clear remediation expectations.
  • Maintain a scorecard for AudEx managed service health and report to StratOps and Sales leadership.
  • Sales Compensation & Commission Administration: Partner with Analytics, Accounting, and Sales leadership to design and administer commission and incentive plans for Lyft Ads and Lyft Business sellers.
  • Own the end-to-end compensation calculation process each period by pulling revenue actuals, applying plan mechanics, validating results, and reconciling with Accounting.
  • Build and maintain the commission modeling infrastructure and serve as the primary point of contact for seller inquiries on commission calculations and dispute resolution.
  • AdTech Systems Coordination: Serve as a cross-functional connector on system-level questions affecting pricing accuracy and revenue recognition across platforms.

Requirements

  • 4-7 years of experience in yield management, pricing strategy, revenue operations, media operations, or sales compensation. Ideally at a digital media, adtech, or marketplace company.
  • Strong financial modeling skills; fluency in Excel/Google Sheets for margin analysis, rate card management, and compensation calculation.
  • Experience owning or contributing to sales compensation design and/or commission calculation processes at scale.
  • Familiarity with programmatic advertising economics: CPMs, floor pricing, managed service fee structures, margin mechanics.
  • Proven ability to manage cross-functional relationships with Finance, Analytics, Legal, and Sales stakeholders.
  • High attention to detail and strong data hygiene discipline; comfort working in ambiguous, fast-moving environments.
  • Preferred: Experience working with or overseeing a DSP managed service vendor (e.g., MiQ, DV360, Xaxis, or similar).
  • Preferred: Familiarity with OMS or CRM platforms (Operative, Salesforce, or comparable).
  • Preferred: Background in both buy-side and sell-side media operations, or experience at a two-sided marketplace, rideshare, or mobility platform with an advertising business.

Benefits

Great medical, dental, and vision insurance options with additional programs available when enrolledMental health benefitsFamily building benefitsChild care and pet benefits401(k) plan with company match to help save for your futureIn addition to 12 observed holidays, salaried team members have discretionary paid time off, hourly team members have 15 days paid time off18 weeks of paid parental leave. Biological, adoptive, and foster parents are all eligibleSubsidized commuter benefitsMonthly Lyft credits and complimentary Lyft Pink membershipLyft is an equal opportunity employer committed to an inclusive workplace that fosters belonging. All qualified applicants will receive consideration for employment without regards to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veHealth insuranceDental insuranceVision insurance401(k)Parental leave

Additional Information

At Lyft, our purpose is to serve and connect. We aim to achieve this by cultivating a work environment where all team members belong and have the opportunity to thrive. Lyft is building a centralized Pricing, Yield & Compensation function to bring rigor and visibility to how we price inventory, manage programmatic performance, and compensate our Ads and Lyft Business sellers. This is a high-visibility, cross-functional role sitting within the MBA StratOps function and touching Finance, Analytics, Sales, and Accounting daily. The Manager, Pricing, Yield & Sales Compensation will own three interconnected functions: setting and managing CPM floors, rate cards, and margin targets for our direct-sold advertising inventory; overseeing the performance and economics of our Audience Extension managed service; and partnering with Analytics and Accounting to design, calculate, and administer commissions and compensation for sellers across Lyft Ads and Lyft Business. This role requires an operator who is equally comfortable pulling margin reports, running a compensation calculation model, and holding a vendor accountable to a floor price.

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