Company Description

Great journeys start with Trainline 

We are champions of rail, inspired to build a greener, more sustainable future of travel. Our purpose is our momentum. It makes us feel good, because we know we’re doing good. As we lead the way to a greener future, we do it together. We’re all about connections: with each other, with our customers and with the world. Just as our platform brings the world together, it’s our ambition that connects us. We motivate each other to go beyond our limits, to experiment, fail and to always grow. 

With over 110 million visits every month to our platform and £4.3billion in net ticket sales, we're always innovating and making moves towards our final destination — a world where travel is as simple, seamless, and affordable as it should be. 

And we couldn't do any of it without our incredible people driving us forward. Today, we're a FTSE 250 company that's proudly home to more than 1000 Trainliners from 60+ nationalities across offices in London, Paris, Barcelona, Milan, Edinburgh, Berlin, Madrid and Brussels. It's this diversity that energises us and makes us stronger, helping us to achieve amazing things. 

With our sights firmly set on European growth, there is no better time to jump on board this high-speed train and be part of our continued success. 

Job Description

We are looking for a dynamic and experienced individual to join our team as the Head of Commercial and lead our consumer fee strategy and manage the revenue we generate from fees. Reporting to the Revenue Director, you will be responsible for developing and implementing a comprehensive fee strategy that accounts for our financial goals, the competitive environment and our market positioning and our overall strategic business objectives. 

You will work in close partnership with the country leadership teams, finance, product & tech, and other key stakeholders to (1) design a strategy that is fit for purpose and (2) manage the successful implementation of a program of fee changes and optimisations to drive revenue growth while maintaining customer satisfaction.  

You will be the expert on all things pricing and fees within Trainline leading on our longer-term vision for consumer fees and providing guidance on fee implications for new product launches.  

The ideal candidate will possess a deep understanding of pricing models (incl. subscriptions) and drivers of customer behaviour and satisfaction when it comes to pricing. 

What you will do 

• Define a clear fee strategy by market taking into consideration competitive landscape, value proposition of the Trainline product, strategic direction for the market and our financial goals. This will encompass both the structure of our consumer pricing model but also how we present and explain fees to customers throughout our user journey.  

• Own the fee revenue line item on our P&L and proactively manage this to hit financial objectives while minimizing impact to demand and longer-term positioning; use data and analytics to understand the impact of fee changes to both revenue and conversion & retention metrics and make appropriate trade-offs.  

• Collaborate with product and engineering teams to inform and prioritize the roadmap for fee proposition development, considering both short and longer-term opportunities. 

• Establish a clear longer-term vision for consumer fees, ensuring our in-year strategy ladders up to this. 

• Stay updated on industry trends, market conditions, and competitor activities to identify opportunities and risks. 

Qualifications

What You Will Need 

We’re looking for big thinkers who are also data-driven in their decision making and willing to be hands-on and scrappy to deliver outcomes fast. You will be a smart, data-driven, commercially minded individual looking for an exciting next step to own and shape the evolution of consumer fees at Trainline.  

• Proven track record of commercial strategy and pricing experience - preferably within a marketplace business or mobile app. Bonus if this is in the travel industry.  

• Solid experience leading a team. 

• Ideally, a combination of working in complex matrix organizations and fast-moving high growth environments. 

• Strong leadership experience with an ability to influence across a business to C level as well as inspire people and create high performing teams. 

• Excellent relationship skills both inside and outside an organisation 

• Hustler mindset, willing to embrace the ambiguity, overcome challenges and ‘get things done’ 

Additional Information

Why should you jump on board? 

We want our people to stretch their minds, abilities, and share their knowledge. Each year we hold The Trainline Tech Summit, which provides Trainliners with an opportunity to stand up and share their story, learnings, or new skills with their colleagues in a safe environment. 

We've always paid special attention to flexible working as we value a strong work/life balance. The pandemic has taught us that a balance between remote working and being in a collaborative office environment leads to productive teams. 

Our Values 

• Think Big - We're building the future of rail 

• Own It - We care about every customer, partner and journey 

• Do Good - We make a positive impact 

• Travel Together - We're one team 

Interested in finding out more about what it's like to work at Trainline? Why not check out what our employees say about us on Glassdoor? You can also find out more information by following us on LinkedIn or our 'Life at Trainline' Instagram account.