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Airalo
Airalo

Commercial Pricing, Senior Manager

United Kingdom
Remote

TLDR

Build and own Airalo’s end-to-end pricing capability as a core commercial lever for both B2C and B2B lines of business, using data and AI to optimize pricing strategies.

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 Responsibilities include but are not limited to:

  1. Pricing Strategy & Architecture

  • 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


    1. Pricing Engine & Data Infrastructure

  • 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)


    1. Decision Framework & Trade-offs

  • 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


    1. Experimentation & Optimization

  • 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

    1. Governance and cross functional alignment

  • 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

    • Must Haves

  • 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

    • if you are interested in this role, please apply via the link. 

    By applying, you acknowledge and agree that, in case of successful application, Airalo may request to run background checks as a condition for entering into an agreement with you. Rest assured that these checks will only occur upon your prior consent and at the end of the selection process, and will be strictly limited to what is allowed under the laws that are applicable to you. All data that you share or that we collect in connection with such checks will be processed in accordance with our Privacy Policy, available here: https://www.airalo.com/more-info/privacy-policy?srsltid=AfmBOooBT0rXAj1FaNelZ3VfN0wvhwzvAoxdtHnOKSVETpiSjiXVuycy
     
    We sincerely thank all applicants in advance for submitting their interest in this opportunity. Airalo is an equal-opportunity employer and values diversity, equity & inclusion. We do not discriminate on the basis of race, religion, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. We are committed to providing reasonable accommodations upon request for individuals with disabilities throughout our job interview process.

    Benefits

    Health Insurance

    Home Office Stipend

    work-from-anywhere stipend

    Company Retreat

    annual all-expenses-paid company retreat in a gorgeous destination

    Airalo
    Airalo

    Airalo is the first eSIM store designed to help travelers connect seamlessly across over 200 countries and regions. Our innovative travel-tech platform is transforming the telecom landscape, enabling users to access mobile connectivity easily and affordably while on the go.

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