Director, Consumer Pricing
TLDR
Define global pricing across B2C, B2B, and B2B2C while building experimentation, data infrastructure, and monetization frameworks for connectivity.
Pricing Function Leadership
Build and lead Airalo's global pricing organization, including future hiring, capability development, and operating model design
Define team structure, processes, governance, and decision-making frameworks
Establish pricing as a core commercial capability embedded across Product, Growth, Networks, Finance, and Data
Coach and develop pricing talent and foster a culture of experimentation, analytical rigor, and commercial ownership
Act as the executive sponsor for pricing initiatives across the company
Commercial Performance Ownership
Own global pricing performance across revenue and gross margin
Establish company-wide pricing KPIs, reporting, and executive dashboards
Identify and unlock monetization opportunities across products, markets, customer segments, and partnerships
Lead pricing reviews with executive leadership and provide recommendations on commercial trade-offs and investment priorities
Drive annual and quarterly pricing planning processes
Pricing Strategy & Architecture
Define and evolve Airalo’s global pricing strategy & architecture (market tiers, corridors, product positioning, bundles)
Align and define pricing corridors along our brand values
Translate strategy into clear, repeatable pricing rules and logic
Design pricing across B2C and B2B/B2B2C channels, accounting for different margin structures and use cases
Audit the current pricing logic end-to-end and identify opportunities
Build a framework for customized products, micro regional corridors, resulting in new revenue generation
Shape pricing strategy for new products, markets, customer segments, and partnerships
Develop segmentation and willingness-to-pay frameworks to support differentiated pricing approaches
Lead market positioning decisions and pricing responses to competitive changes
Evaluate emerging pricing models including subscriptions, memberships, dynamic pricing, personalized pricing, and usage-based charging
Pricing Engine & Data Infrastructure
Partner with Data to build a centralized pricing data layer (“pricing space”) combining:
Cost & margin data (CDRs, network costs) based upon usage and breakage patterns, user behaviour and regional, seasonal characteristics
Sales & conversion performance
Competitor pricing (automated scraping)
Demand signals
Revenue assurance
Define requirements for a pricing simulation and recommendation engine
Move from static pricing to semi-automated / AI-assisted pricing decisions
Collaborate with data to co-define roadmap for future capabilities (AI, automation, personalization, app based charging)
Decision Framework & Trade-offs
Build a formal pricing decision framework balancing:
Growth vs margin
Competitive positioning vs profitability
Short-term vs LTV optimization
B2C vs B2B/B2B2C
Retention vs new accounts
Standardize how pricing decisions are made across markets and teams
Experimentation & Optimization
Own the pricing experimentation roadmap
Design and run structured A/B tests (price, bundles, discounts, thresholds)
Build a continuous optimization loop, not one-off changes
Governance and cross functional alignment
Establish clear pricing governance and decision rights
Act as the central point across:
Networks (cost inputs)
Growth (demand + campaigns)
Product (packages & UX)
Finance (margin targets)
Ensure pricing consistency across channels and regions
7+ years of experience in B2C and B2B/B2B2C pricing, ideally within Telco, mobile services, or connectivity products, with exposure to bundle-based / package pricing models
Proven experience leading pricing organizations within global consumer technology, telecom, travel technology, connectivity, SaaS, fintech, or marketplace businesses
Experience in high-scale, data-rich environments with structured, comparable product pricing
Proven track record building and scaling pricing functions from the ground up
Strong understanding of pricing science, elasticity modeling, segmentation, customer economics, and monetization strategy
Proven track record of driving measurable commercial impact (not just analysis)
Proven ability to build pricing frameworks and manage complex pricing structures
Hands-on experience leveraging, Data warehouses and BI tools
Strong intuition for, building data models for pricing and translating insights into decisions
Exposure to AI/ML-driven pricing or recommendation systems is a strong plus
Strong understanding of unit economics, price elasticity, and demand signals
Strong ability to influence senior stakeholders across growth, product, finance and networks
Proven track of working with brand values and reputation
Why People Join Us In the UAE
We’re a fully remote team across 60+ countries, built on a simple idea: trust people to own their work and deliver without unnecessary layers or heavy process getting in the way.
Many people joining us from the UAE are looking for clarity in scope and real ownership in their role. They want to know what they’re responsible for, how success is measured, and have direct access to the people making decisions.
What often stands out is the combination of a global, product-led company with a flexible remote setup. For many, it’s the opportunity to work on a product used by millions of travelers worldwide, alongside a team that moves quickly and values clear ownership and accountability.
Before You Hit Apply
By applying, you acknowledge and agree that, in case of successful application, Airalo may request to run background checks as a condition for entering into an agreement with you. Rest assured that these checks will only occur upon your prior consent and at the end of the selection process, and will be strictly limited to what is allowed under the laws that are applicable to you. All data that you share or that we collect in connection with such checks will be processed in accordance with our Privacy Policy, available here: www.airalo.com/more-info/privacy-policy?srsltid=AfmBOooBT0rXAj1FaNelZ3VfN0wvhwzvAoxdtHnOKSVETpiSjiXVuycy
We sincerely thank all applicants in advance for submitting their interest in this opportunity. Airalo is an equal-opportunity employer and values diversity, equity & inclusion. We do not discriminate on the basis of race, religion, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. We are committed to providing reasonable accommodations upon request for individuals with disabilities throughout our job interview process.
Benefits
Reasonable accommodations for disabilities
We are committed to providing reasonable accommodations upon request for individuals with disabilities throughout our job interview process.
Remote-Friendly
flexible remote setup
Airalo is the first eSIM store designed to help travelers connect seamlessly across over 200 countries and regions. Our innovative travel-tech platform is transforming the telecom landscape, enabling users to access mobile connectivity easily and affordably while on the go.