Help Us Build The Future of Travel
At Airalo, we're making it easier for people to stay connected wherever they travel. As the world's first eSIM store, we help millions of travelers access affordable mobile data in 200+ countries and regions around the world.
Today, we're a team of 400+ people across 60+ countries, building a product used by travelers every day. We've grown quickly, but we've worked hard to keep what matters: trust, ownership, and the freedom for people to do great work without unnecessary layers or bureaucracy.
We're fully remote by design, genuinely global, and united by a shared mission to make travel simpler for everyone.
Your Next Destination
As an MVNO Networks Manager at Airalo you will be responsible for establishing and managing the host operator partnerships that allow Airalo to operate its own networks locally. You will own each new market from the first conversation with a host mobile network operator through commercial negotiation, regulatory approval and technical integration to commercial launch, and you will remain its commercial owner once it is live.
You are someone who owns a market from its business case through to its commercial performance in operation. You are equally at ease negotiating terms with an operator's executive team, scoping the integration with their technical team, and running a service management review once the market is operational.
You will work in close coordination with our legal, finance, product, engineering and core network teams, as the local networks you establish need to interoperate with Airalo's existing platform and services.
Responsibilities include but are not limited to:
- Represent Airalo as the ideal interface to host mobile network operators on a global level
- Identify, approach and secure new host network partnerships across target markets
- Assess and recommend full MVNO or light MVNO constructs per market, including the commercial, technical and timeline implications of each
- Build the business case for each new market together with Finance, and present it to Airalo's leadership team and to host operator executives
- Negotiate terms and conditions of MVNO, wholesale and reseller contracts with host mobile network operators
- Support Legal on the regulatory approvals required per market, including entity and licensing, numbering allocation and number portability, and provide information to product management
- Work with the Delivery team on the implementation of regulatory obligations such as mobile number portability, lawful interception and emergency calling
- Coordinate the technical integration of host mobile networks with Airalo's OSS and BSS platform together with our product, engineering and core network teams
- Prepare and run the rollout of new markets, from launch readiness through to first commercial traffic
- Hand over each launched market to our NOC and operations teams, and run regular service management reviews with host operators covering network quality, SLA compliance and incident performance
- Perform escalations in case of network quality issues and availabilities
- Define and perform reconciliation processes between host operator invoices and Airalo's own usage records
- Define and run traffic, revenue and cost analytics per market, and report performance against business case
- Renegotiate commercial terms with host operators as volumes grow and market conditions change
- Develop and maintain a repeatable market entry playbook, and methods to assure unification of conditions and agreements
Must-haves:
- 5 years minimum relevant experience in the mobile telco industry, in a commercial, wholesale or business development role
- Having personally negotiated and closed at least two wholesale or MVNO agreements with host mobile network operators
- Proven ability to build a market business case, including subscriber lifecycle assumptions, traffic forecasting, wholesale cost modelling, margin and payback, in close cooperation with Finance
- Proven ability to present and defend a business case and its assumptions to a leadership team and to host operator executives
- Experience owning commercial performance against forecast after launch, including contract renegotiation as volumes grow
- Ideally having served within an MVNO, MVNA or MVNE, or on the operator side selling wholesale to them, with hands on mentality
- Working knowledge of full MVNO and light MVNO architectures, including core, HSS/HLR, IMSI ranges, numbering and interconnect, and of the commercial trade-offs between them
- Good overview in Telecommunication Network technologies like Mobile Core (PGW, IMS, Voice GW, HSS), OSS & BSS, and eSIM provisioning
- Understanding different Mobile Network Generations like 2G, 3G/UMTS, 4G/LTE, 5G NSA and 5G SA and how they influence customer experiences
- Ability to lead technical scoping and service management discussions directly with host operators, covering integration scope, launch dependencies, SLA definition and ongoing service reviews
- Understanding the regulatory requirements on providing mobile services, including numbering, portability, emergency calling and lawful interception, and familiar with KYC processes for mobile subscriptions
- Experience in a fast moving environment such as a startup, scale-up or challenger MVNO, with the ability to run several markets at different stages in parallel
- Excellent English skills; in writing, speaking and reading, business fluent
- Willingness to travel internationally occasionally to meet host operators
Good-to-have:
- Having taken an MVNO from signed agreement through to live commercial traffic and first subscribers
- Established working relationships with host mobile network operators and national telecom regulators
- Experience selecting, contracting or managing an MVNE platform vendor
- Prior ownership of a P&L or a country level budget
- Master Studies and/or MBA highly preferred
- Additional languages alongside English
Why People Join Us
We started Airalo to make staying connected effortless, wherever you are in the world. Today, millions of travelers rely on our eSIMs, and many of the people building the product were customers first.
Our team spans 60+ countries, united by a shared belief that great work happens when people are trusted to own what they do. There's trust to own what you do, space to focus without constant layers of process, and a clear sense of what you're responsible for from day one.
As Airalo continues to grow, so do the opportunities to learn, take on new challenges, and make a real impact - from anywhere in the world.
Before You Hit Apply
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:
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.
