MVNO Networks Manager - Airalo

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.

Role Overview

• Location: Remote (Europe)
• Contract: Full-time, permanent
• Working Language: English (business fluent for meetings and async communication)

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, remaining its commercial owner once live.

You own 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 integration with their technical team, and running service management reviews once operational.

You will work in close coordination with our legal, finance, product, engineering, and core network teams to ensure local networks interoperate with Airalo's existing platform and services.

Responsibilities

• Represent Airalo as the primary 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 commercial, technical, and timeline implications.
• Build the business case for each new market together with Finance, presenting it to Airalo's leadership team and host operator executives.
• Negotiate terms and conditions of MVNO, wholesale, and reseller contracts with host mobile network operators.
• Support Legal on required regulatory approvals per market (entity and licensing, numbering allocation, number portability).
• Work with the Delivery team on regulatory obligations such as mobile number portability, lawful interception, and emergency calling.
• Coordinate technical integration of host mobile networks with Airalo's OSS/BSS platform alongside product, engineering, and core network teams.
• Prepare and run the rollout of new markets from launch readiness through to first commercial traffic.
• Hand over launched markets to NOC and operations teams, running regular service management reviews with host operators covering SLA compliance, network quality, and incident performance.
• Manage escalations for network quality issues and availabilities.
• Define and execute reconciliation processes between host operator invoices and Airalo usage records.
• Run traffic, revenue, and cost analytics per market, reporting performance against business cases.
• Renegotiate commercial terms with host operators as volumes grow and market conditions change.
• Develop and maintain a repeatable market entry playbook.

Must-Haves

• 5+ years relevant experience in the mobile telecom industry within a commercial, wholesale, or business development role.
• Personally negotiated and closed at least two wholesale or MVNO agreements with host mobile network operators.
• Proven ability to build market business cases (subscriber lifecycle assumptions, traffic forecasting, wholesale cost modeling, margin, payback) in close cooperation with Finance.
• Proven ability to present and defend business cases to leadership teams and host operator executives.
• Experience owning post-launch commercial performance against forecast, including contract renegotiations.
• Experience within an MVNO, MVNA, MVNE, or operator-side wholesale team with a hands-on mentality.
• Working knowledge of full MVNO and light MVNO architectures (Core, HSS/HLR, IMSI ranges, numbering, interconnect) and commercial trade-offs.
• Strong understanding of Telecommunication Network technologies: Mobile Core (PGW, IMS, Voice GW, HSS), OSS/BSS, and eSIM provisioning.
• Understanding of Mobile Network Generations (2G, 3G/UMTS, 4G/LTE, 5G NSA/SA) and their impact on customer experience.
• Ability to lead technical scoping and service management discussions directly with host operators.
• Understanding of regulatory requirements (numbering, portability, emergency calling, lawful interception, KYC processes).
• Experience in fast-moving environments (startups, scale-ups, challenger MVNOs) managing multiple parallel markets.
• Business fluent English skills (written, spoken, and async).
• Willingness to travel internationally occasionally to meet host operators.

Good-to-Have

• Experience taking 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 country-level budget.
• Master's Degree and/or MBA highly preferred.
• Additional languages alongside English.

Compensation & Salary Bands

At Airalo, salary ranges reflect local market rates and cost of living depending on location:

• United Kingdom: £53,200 – £79,800
• Spain: €48,000 – €72,000
• Italy: €49,200 – €73,800
• France: €51,200 – €76,800
• Poland: 222,000 – 333,000 PLN

Specific ranges will be discussed during the initial call with the Talent Acquisition team.