Director, Consumer Pricing

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.

You will build and lead Airalo's pricing function, operating model, governance, systems, experimentation framework, and long-term monetization strategy. Working closely with Executive Leadership, Product, Growth, Networks, Finance, and Data, you will shape how Airalo prices, packages, personalizes, and monetizes connectivity globally.

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

Must Haves:

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