Commercial Pricing, Senior Manager

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 revolutionises the telecom industry, and we are a travel‑tech company that values diversity, inclusion, and equity. Our team is spread across 50+ countries and six continents, and we are committed to changing the way people connect.

About You

You care deeply about the quality of your work, the intrinsic worth of tasks, and the success of your team. You are self‑disciplined, prolific, and do not require micromanagement. You help foster a collaborative environment, and you are authentic, honest, positive, and kind. You are a good interlocutor with clear and concise communication. You manage multiple projects, have an analytical mind, pay keen attention to detail, and love to get your hands dirty. You are tolerant and welcoming of vulnerabilities and cultural differences.

About The Role

Position: Full‑time / Employee
Location: Remote‑first within the UK or Spain. Candidates must live in and possess valid work authorisation 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.

You will 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 centralised, system‑driven function powered by data, market dynamics, experimentation, and AI. You will define market positioning, establish market tiering, and create decision frameworks that balance our growth ambitions with disciplined margin protection.

Responsibilities

• 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 customised products, micro regional corridors, resulting in new revenue generation.
• Pricing Engine & Data Infrastructure: Partner with Data to build a centralised 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, personalisation, app‑based charging).
• Decision Framework & Trade‑offs: Build a formal pricing decision framework balancing: Growth vs margin. Competitive positioning vs profitability. Short‑term vs LTV optimisation. B2C vs B2B/B2B2C. Retention vs new accounts. Standardise how pricing decisions are made across markets and teams.
• Experimentation & Optimisation: Own the pricing experimentation roadmap. Design and run structured A/B tests (price, bundles, discounts, thresholds). Build a continuous optimisation loop, not one‑off changes.
• 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.

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, and we are committed to providing reasonable accommodations upon request for individuals with disabilities throughout our job interview process.