Commercial Pricing, Senior Manager

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

Role Overview:

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 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.

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 customized products, micro regional corridors, resulting in new revenue generation.
• 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).
• 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.
• 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.
• 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. We are committed to providing reasonable accommodations upon request for individuals with disabilities throughout our job interview process.