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Salary: USD 170,000 - 200,000 / annual
LawnStarter is the nation's leading on-demand marketplace for lawn care and outdoor services, spanning three brands: LawnStarter, Lawn Love, and Home Gnome. The company has cleared $750M in bookings and turned a profit three years running, with approximately 180 core employees scaling to 500+ during peak season.
This newly created Director of Supply & Demand role owns marketplace dynamics and sits at the intersection of pricing, Pro incentives, and supply planning. You will start as an individual contributor reporting to the COO, with the expectation that you'll prove the model works before building a team. The role is unframed by design—you'll develop systems essentially from scratch to drive success across hundreds of markets simultaneously.
Key Responsibilities:
- Own pricing strategy across instant quotes, manual quotes, and dynamic pricing, including designing and running pricing tests before seasonal peaks
- Design and test Pro incentive programs in the field, building agentic tools to automate supply planning market-by-market and service-by-service
- Drive Service Completion Rate (the share of new customers whose first service completes within seven days of signup), partnering tightly with Product on matching and distribution
- Build forecasting and monitoring systems to get ahead of the seasonal demand curve (demand peaks toward May, falls by December)
- Make pricing a real-time balancing lever that moves both sides of the marketplace
- Develop playbooks of behavioral levers (incentives, surge pricing, take rate) to lift completion rates and improve economics
- Work cross-functionally with Product, Growth, Finance, and Operations to execute end-to-end, from recommendation through execution
- Leverage LawnStarter's internal AI toolkit (Brain, built on Claude Code) in an AI-first fashion to build new systems and processes
Key Problems to Solve:
- Raise Service Completion Rate, which is costing the company customers; too many new customers don't get a first service completed in their first week
- Get ahead of a wildly seasonal marketplace by building forecasting and the operating rhythm to manage supply before the spring ramp
- Design pricing as a real-time balancing lever with dynamic pricing, instant quotes, and manual quotes working cohesively
- Design incentive programs that change Pro behavior and protect spend
Year 1 Success Metrics:
- Service Completion Rate moves meaningfully in the right direction, with clear traceability to pricing, incentive, and matching decisions
- Automated pricing and dynamic market-balancing tools are live and demonstrably lifting contribution LTV
- Built a system of tools and agentic systems that move from managing supply/demand with a sledgehammer to a scalpel
- COO can hand you a supply or demand problem with no playbook and trust that the response is data, a recommendation, and an execution plan
Required Qualifications:
- Elite AI builder with deep experience building agentic systems, evals, context engineering, and guardrails; must keep up with frontier capabilities and deploy new tools within days, not quarters; must be in the top few percent of AI users at any company you've worked at
- Meaningful experience with two-sided marketplace dynamics; must have felt what happens when one side outruns the other; unlikely to be a good fit if experience is built entirely on single-sided businesses
- Pricing owner who has owned dynamic pricing, quoting, or yield decisions where being wrong showed up in the P&L; makes informed recommendations, tests them, and owns results
- Modeler, not a requester; builds forecasting and incentive-elasticity models yourself in whatever tooling gets you there fastest; unlikely to be a good fit if first instinct is to file a request with analytics
- Partner who drives strategy collaboratively and works well with people who don't report to you; if you need formal authority to effect change, this role isn't for you
- Finisher who executes what you recommend; executing matters as much as the recommendation itself
- Degree in analytics, business, or related field, OR 7+ years of experience in marketplace supply and demand, operations, or equivalent roles
