Airalo7d ago

Commercial Pricing, Senior Manager

United KingdomRemotesenior

OtherCommercial

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Quick Summary

Requirements Summary

Growth vs margin Competitive positioning vs profitability Short-term vs LTV optimization B2C vs B2B/B2B2C Retention vs new accounts Standardize how pricing

Technical Tools

OtherCommercial

About Airalo

Alo! Airalo is the world’s first eSIM store that helps people connect in over 200+ countries and regions across the globe. We are building the next digital service that revolutionizes the telecom industry. We are a travel-tech company and an equal-opportunity environment that values and executes diversity, inclusion, and equity. Our team is spread across 50+ countries and six continents. What glues us together is our commitment to changing the way you connect.

Check out more information about Airalo in our Public Handbook: https://airalo-public.notion.site/airalo-public-handbook

About you

We hope that you care deeply about the quality of your work, the intrinsic worth of tasks, and the success of your team. You are self-disciplined and do not require micromanagement in terms of your skillset and work ethic. You do your best to flourish as an individual every day while working hard to foster a collaborative team environment. You believe in the importance of being — and staying — authentic, honest, positive, and kind. You are a good interlocutor with clear and concise communication. You are able to manage multiple projects, have an analytical mind, pay keen attention to detail, and love to get your hands dirty. You are cognizant, tolerant, and welcoming of vulnerabilities and cultural differences.

About the Role

Position: Full-time / Employee

Location: Remote-first within the UK or Spain. To be considered for this role, candidates must live in and possess valid work authorization for one of these two countries.

Benefits: Health Insurance, work-from-anywhere stipend, annual wellness & learning credits, annual all-expenses-paid company retreat in a gorgeous destination & other benefits

Build and own Airalo’s end-to-end pricing capability as a core commercial lever for both B2C and B2B lines of business.. This role transforms pricing from fragmented, reactive decisions into a centralized, system-driven function powered by data, market dynamics, experimentation, and AI. The role is responsible for defining market positioning, establishing market tiering, and creating the decision frameworks that balance our growth ambitions with disciplined margin protection.

You will own Own global pricing performance (revenue, margin, elasticity), build the pricing engine (data + logic + automation), define pricing governance and decision processes, recognize opportunities, drive continuous experimentation and optimization.

Define and evolve Airalo’s global pricing strategy & architecture (market tiers, corridors, product positioning, bundles)

Align and define pricing corridors along our brand values

Translate strategy into clear, repeatable pricing rules and logic

Design pricing across B2C and B2B/B2B2C channels, accounting for different margin structures and use cases

Audit the current pricing logic end-to-end and identify opportunities

Build a framework for customized products, micro regional corridors, resulting in new revenue generation

Partner with Data to build a centralized pricing data layer (“pricing space”) combining:

Cost & margin data (CDRs, network costs) based upon usage and breakage patterns, user behaviour and regional, seasonal characteristics

Sales & conversion performance

Competitor pricing (automated scraping)

Demand signals

Revenue assurance

Define requirements for a pricing simulation and recommendation engine

Move from static pricing to semi-automated / AI-assisted pricing decisions

Collaborate with data to co-define roadmap for future capabilities (AI, automation, personalization, app based charging)

Build a formal pricing decision framework balancing:

Growth vs margin

Competitive positioning vs profitability

Short-term vs LTV optimization

B2C vs B2B/B2B2C

Retention vs new accounts

Standardize how pricing decisions are made across markets and teams

Own the pricing experimentation roadmap

Design and run structured A/B tests (price, bundles, discounts, thresholds)

Build a continuous optimization loop, not one-off changes

Establish clear pricing governance and decision rights

Act as the central point across:

Networks (cost inputs)

Growth (demand + campaigns)

Product (packages & UX)

Finance (margin targets)

Ensure pricing consistency across channels and regions

7+ years of experience in B2C and B2B/B2B2C pricing, ideally within Telco, mobile services, or connectivity products, with exposure to bundle-based / package pricing models

Experience in high-scale, data-rich environments with structured, comparable product pricing (e.g. Telco, mobile services, prepaid or bundle-based consumer products)

Proven track record of driving measurable commercial impact (not just analysis)

Proven ability to build pricing frameworks and manage complex pricing structures

Hands-on experience leveraging, Data warehouses and BI tools

Strong intuition for, building data models for pricing and translating insights into decisions

Exposure to AI/ML-driven pricing or recommendation systems is a strong plus

Strong understanding of unit economics, price elasticity, and demand signals

Strong ability to influence senior stakeholders across growth, product, finance and networks

Proven track of working with brand values and reputation