B2B Pricing Team Lead

We are looking for a B2B Pricing Leader who will head up this function and be responsible for the strategy, architecture, and financial performance of pricing models for B2B partners (travel agencies, TMCs, OTAs, and the corporate segment). This is a key role with a direct impact on the business’s profitability. The position reports directly to the Managing Director and involves participation in strategic decision-making at the top management level. We are seeking a combination of strategic thinking, deep analytical skills, and the ability to drive initiatives from hypothesis to measurable financial results.

Job responsibilities

• Managing financial performance and revenue strategy, controlling profitability across business lines, forecasting and analyzing the impact of changes on the P&L;

• Developing and optimizing B2B pricing architecture: designing, implementing, and evolving new pricing mechanisms, ensuring accuracy of current logic, and minimizing risks;

• Building and developing the analytics system: defining requirements, developing dashboards, maintaining data quality, preparing analytical reports, and presenting results to top management;

• Launching and scaling experiments to increase revenue: building a portfolio of hypotheses, organizing A/B tests, analyzing and implementing successful solutions;

• Supporting commercial processes: introducing transparent procedures for pricing approvals, ensuring a balance between competitiveness and profitability;

• Interacting with key stakeholders: participating in strategic discussions, preparing analytical materials, regular reporting, and influencing management decisions;

• Leading a small B2B Pricing team (1-2 people): task allocation, developing team expertise, fostering a data-driven culture, participating in hiring and employee development.

Key qualifications

• Deep understanding of pricing models and revenue management;

• Experience in building revenue mechanisms and incentive systems;

• Strong financial analysis and forecasting skills;

• Ability to make strategic data-driven decisions;

• Expertise in managing complex cross-functional initiatives;

• Advanced skills in Excel / Google Sheets;

• Experience working with BI tools (Tableau, Power BI);

• SQL skills as a plus for independent work;

• English language proficiency at B1 level or higher is an advantage.

We offer you

• Flexible schedules and opportunity to work remotely.

• Ambitious and supportive team who love what they do, appreciate each other, and grow together.

• Internal programs for adaptation and training, development of soft skills, and leadership abilities.

• Partial compensation for participating in external training and conferences.

• Corporate English school: Group and individual lessons, speaking clubs with colleagues from all over the world.

• Corporate prices on hotels and travel services.

• MyTime Day Off - an extra non-working day once per quarter without loss of compensation.