Senior FinOps, Pricing & Tokenomics Lead

PT XLSMART Telecom Sejahtera Tbk; Jakarta Pusat; On-site; IDR 400,000,000 - 800,000,000; Full time

Job summary

PT XLSMART Telecom Sejahtera Tbk seeks a senior Commercial Finance leader to own the Nexus business case, pricing models, and token economics, ensuring scalable margins and auditable cost attribution across partners and platforms.

You will design customer pricing, monitor plan vs. reality, and lead negotiations with strategic partners, driving robust governance and exit rights while protecting customer value.

Qualifications

• 8+ years in commercial finance, pricing, monetisation, business-case development, strategic finance, marketplace economics or FinOps.
• Experience with usage-based pricing, subscriptions, credit/token models, revenue sharing or partner settlement.
• Ability to translate technical consumption metrics into customer-facing commercial rules and senior-management decisions.
• Experience supporting complex partner negotiations and working with Finance, Procurement, Legal, Tax, Risk and Technology.
• Bachelor’s degree in finance, economics, engineering, business; MBA, CFA, CPA or equivalent is an advantage.

Responsibilities

• Own Nexus business case and P&L, including demand, revenue, pricing, cost, investment, subsidy and scenario assumptions.
• Define financial approval gates, margin targets, cost-per-query/output limits, free-trial limits, budget controls and scale criteria.
• Provide decision support to the Nexus lead on portfolio prioritisation, promotions, launch readiness and investment trade-offs.
• Design Nexus Credits/token economics: allowance, consumption rules by activity, expiry, rollover, top-up, fair-use and abuse controls.
• Model and recommend customer pricing structures including data-plus-AI bundles, subscription, credit packs, pay-per-output and hybrid models.
• Validate Product’s customer-value pricing recommendations against cost-to-serve, margin, competitive context and planned subsidy.
• Model all cost drivers: LLM tokens, image/video generation, APIs, cloud, storage, observability, payments, customer care, marketing subsidies and partner revenue share.
• Monitor actual versus plan; recommend routing, cache, entitlement, pricing or promotion changes when margin or cost-to-serve deteriorates.
• Lead commercial requirements and negotiation support with Alibaba, LLM providers and application partners: pricing basis, revenue share, minimum commitments, service levels, usage records, service credits, refunds and exit rights.
• Design settlement, reconciliation and invoice-validation processes with transparent and auditable usage data.
• Partner with Legal, Procurement, Finance, Security and Data Governance to ensure commercial structures meet required controls and Indonesian operating requirements.
• Track revenue, gross margin, contribution margin, credit liability/breakage, leakage, fraud, abuse and partner-cost variance.
• Establish reporting and governance for monthly P&L review, vendor settlement and forecast updates.
• Identify commercial risks early and propose mitigation plans before they affect product availability, customer trust or profitability.

Skills

Commercial finance

Pricing & monetisation

Business-case development

Strategic finance

Marketplace economics

FinOps

Education

Bachelor’s degree in finance or related field

MBA / CFA / CPA or equivalent (advantage)

Job description

PT XLSMART Telecom Sejahtera Tbk seeks a senior Commercial Finance leader to own the Nexus business case, pricing models, and token economics, ensuring scalable margins and auditable cost attribution across partners and platforms.

You will design customer pricing, monitor plan vs. reality, and lead negotiations with strategic partners, driving robust governance and exit rights while protecting customer value.