Director, Consumer Pricing

Role Description

As Director, Consumer Pricing, you will define and lead Airalo's global pricing strategy and capability across B2C, B2B, and B2B2C businesses. You will establish pricing as a strategic growth lever, balancing customer value, market competitiveness, revenue growth, and margin optimization.

This role owns pricing performance globally and is accountable for driving measurable impact across revenue, margin, conversion, customer lifetime value, and competitive positioning.

Responsibilities include but are not limited to:

• 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.

Qualifications

• 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.

Benefits

• Health Insurance
• Work-from-anywhere stipend
• Annual wellness & learning credits
• Annual all-expenses-paid company retreat in a gorgeous destination
• Other benefits