Commercial & FinOps Lead

Role purpose

Own the financial engine of Nexus: build the business case and P&L, design pricing and token economics, control model and partner costs, and ensure every Nexus proposition can scale with transparent and sustainable margins.

What success looks like

· A decision-ready business case and P&L for Nexus and each launch proposition.

· A simple customer-facing Nexus Credits/token model that protects unit economics and allows future model/partner flexibility.

· Transparent, auditable metering, cost attribution and settlement across customers, models, platforms and partners.

· Commercial terms that preserve XLSmart customer ownership, data governance, portability and exit rights while limiting upfront exposure.

Key accountabilities

Business case and P&L ownership

· Build and maintain the Nexus business case and product-level P&Ls, 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.

Pricing and tokenomics

· 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.

AI FinOps and cost management

· Model all cost drivers: LLM tokens, image/video generation, APIs, cloud, storage, observability, payments, customer care, marketing subsidies and partner revenue share.

· Implement a cost ledger linking customer request → model/tool/partner → usage → cost → customer charge/credit consumption → gross margin.

· Monitor actual versus plan; recommend routing, cache, entitlement, pricing or promotion changes when margin or cost-to-serve deteriorates.

Partner commercial model and settlement

· 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.

Financial performance and risk control

· 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.

Performance measures

· Revenue, gross margin and contribution margin by product and segment

· Cost per active user, request, output and successful customer outcome

· Business-case accuracy: actual performance versus approved plan

· Pricing/credit yield, top-up conversion and promotional efficiency

· Partner-settlement accuracy, timeliness and variance control

· Credit liability, leakage, fraud and abuse performance

Required experience and qualifications

· 8+ years in commercial finance, pricing, monetisation, business-case development, strategic finance, marketplace economics or FinOps.

· Strong track record building unit-economics models for consumer digital, SaaS, platforms, telco, e-commerce, fintech or cloud services.

· Experience with usage-based pricing, subscriptions, credit/token models, revenue sharing, vendor economics 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 or a related field; MBA, CFA, CPA or equivalent is an advantage.

Core competencies

· Exceptional financial modelling and commercial judgment

· Strong analytical rigour and attention to detail

· Ability to communicate technical cost drivers in clear business language

· Negotiation support and stakeholder management

· Controls mindset without slowing down venture delivery

· Excellent English communication; Bahasa Indonesia is an advantage

Role boundary and key collaboration

This role owns the money: P&L, cost-to-serve, pricing validation, token economics, partner economics and settlement. It does not own product feature design or campaign execution, but it has authority to challenge any proposition that fails agreed economic guardrails.