Director, Bid Strategy and Pricing

At Lyft, our mission is to serve and connect. We achieve this by fostering a work environment where everyone has a place and the opportunity to thrive.

The Director, Bid Strategy and Pricing, leads how Lyft Urban Solutions identifies, shapes and wins new business. This role brings together commercial strategy, business intelligence, demand planning and bid management within a single function. As a strategic partner and right-hand to the Chief Commercial Strategy and Delivery Officer, the incumbent runs the entire business opportunity pursuit cycle, from market strategy and positioning ahead of tenders through to bid submission and handover to delivery teams. We are looking for a strategist who is as strong commercially, technically and financially, and who leads confidently both their own team and cross-functional teams.

Lyft Urban Solutions (often referred to as LUS) creates bike and scooter sharing programmes that users love, that cities need and that operators value. We design, manufacture and support the bikes and station technology that power bike share programmes in cities around the world, including BIXI. Our Montréal team is at the heart of this work: it brings together engineering, manufacturing, supply chain, operations, marketing and sales teams under one roof.

Commercial Strategy, Business Intelligence and Demand Planning

• Define the commercial strategy with the Chief Commercial Strategy and Delivery Officer, including target markets, priority regions and growth priorities.
• Lead the Commercial Strategy and Demand Planning Manager in planning, pricing policy, business intelligence and demand planning.
• Develop business intelligence and bid monitoring (markets, customers, competitors and supply) that guide strategy, the opportunity pipeline and pursuit decisions.
• Own demand planning and opportunity pipeline forecasting, aligning bid team capacity and resources with anticipated opportunities and revenue targets.

Pre-Bid, Capture and Bid/No-Bid Decision

• Responsible for the decision-gate process that all pre-bid opportunities follow, in line with the commercial strategy and target regions.
• Produce capture plans for strategic and targeted opportunities, to shape opportunities well before tenders are published.
• Formulate bid or no-bid recommendations, presenting senior leadership with a clear view of strategic fit, the path to success, risks and financial return.

Bid Strategy and Execution

• Position each bid to win: define from the outset the winning themes, value proposition, competitive differentiators and pricing positioning.
• Shape solutions and commercial offers with operations, technical, finance and legal teams, so that they are competitive, feasible and profitable.
• Develop and challenge financial models, pricing and bid business cases, ensuring each bid meets agreed margin thresholds.
• Establish rigorous bid planning, with milestones, review stages, owners and clear deadlines.

Leadership and Partnerships

• Lead and grow a team of bid managers, specialists, coordinators and the Commercial Strategy and Demand Planning Manager as one high-performing function.
• Lead cross-functional bid teams with authority and hold contributors accountable for meeting deadlines.
• Make timely and confident decisions under ambiguity, balancing risk and potential gain.
• Connect sales, bid management, contracts and delivery so that what we sell can be delivered profitably.

• More than 12 years of experience in roles related to bid management, business capture, business development or commercial development, including more than 5 years leading teams as a senior manager, director or equivalent.
• Commercial and sales acumen: a track record of success in large and complex bids, and a solid understanding of sales cycles, customer relationships and market positioning.
• Strategic mindset: ability to seize opportunities, define bid strategy and make clear recommendations to senior leadership.
• Technical skills: ability to understand and shape technical and operational solutions, engage credibly with experts and turn requirements into compelling and feasible offers. Comfortable with data, business intelligence and planning tools.
• Strong financial skills: mastery of financial modelling, pricing, income statements, cash flows and margin management, and the ability to defend bid financials with finance and senior leadership.
• Confident leadership: ability to build high-performing teams and influence senior stakeholders across different functions.
• Professional proficiency in French and English, both spoken and written (knowledge of a third language is an asset). Fluency in English is required to collaborate with Lyft teams, as well as with customers and partners in North America and internationally.
• Assets: experience with APMP or Shipley methodologies, multi-regional bid experience and a career path combining bid management and delivery.

What success looks like (first 12 months)

• A decision-gate process ahead of tenders and capture plans in place for all strategic and targeted opportunities.
• A functional business intelligence and demand planning capability that guides pipeline and resourcing decisions.
• An improved win rate, with each bid built on a clear strategy and an ambitious yet credible financial model.
• A strong, unified team, recognised as a trusted partner across the organisation.

• Excellent health, dental and vision insurance, plus life and disability insurance
• Mental health support programme
• Fertility and family planning support
• Pet care benefit
• Health Savings Account (HSA)
• RRSP contribution options
• In addition to statutory holidays observed in the province, salaried team members are covered by Lyft's flexible paid time off policy. The policy allows team members to take as much time as they need (with manager approval). Hourly team members receive 15 days of paid time off, with one additional day for each year of service
• Lyft is proud to support new parents with 18 weeks of paid parental leave, designed to complement government programmes. Birth, adoptive and foster parents are all eligible.
• Transportation benefit

Lyft is committed to creating an inclusive work environment that fosters belonging. Lyft believes that every person is entitled to equal employment opportunities, without discrimination based on race, ancestry, place of origin, colour, ethnic origin, citizenship, creed, sex, sexual orientation, gender identity, gender expression, age, marital status, family status, disability, record suspension or any other ground protected by applicable law or company policy. Lyft also strives to maintain a healthy and safe workplace and strictly prohibits harassment. Accommodations for people with disabilities will be provided upon request, in accordance with applicable law, during the application and hiring process. Please contact your recruiter if you wish to make such a request.

This position will be on-site on a hybrid schedule: team members will be required to work in the office 3 days per week, on Mondays, Wednesdays and Thursdays. In addition, hybrid roles offer the flexibility to work from anywhere for up to 4 weeks per year. #Hybrid

The planned base salary range for this position in the Montréal area is CAD $182,000 - CAD $227,000. Salary ranges depend on various factors, including qualifications, experience and geographic location. The range does not include equity offers, bonuses or potential benefits. Your recruiter can provide more information on the salary range specific to your work location and on other factors during the hiring process.