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Pricing Strategy & Architecture
Pricing Engine & Data Infrastructure
Decision Framework & Trade-offs
Experimentation & Optimization
Governance and cross functional alignment
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Director, Consumer Pricing
Airalo
remoteotherfull-time
WorldwidePosted 15h ago
Job Description
About Airalo
Alo! Airalo is the world’s first eSIM store that helps people connect in over 200+ countries and regions across the globe. We are building the next digital service that revolutionizes the telecom industry. We are a travel-tech company and an equal-opportunity environment that values and executes diversity, inclusion, and equity. Our team is spread across 50+ countries and six continents. What glues us together is our commitment to changing the way you connect.
Check out more information about Airalo in our Public Handbook: https://airalo-public.notion.site/airalo-public-handbook
About you
We hope that you care deeply about the quality of your work, the intrinsic worth of tasks, and the success of your team. You are self-disciplined and do not require micromanagement in terms of your skillset and work ethic. You do your best to flourish as an individual every day while working hard to foster a collaborative team environment. You believe in the importance of being — and staying — authentic, honest, positive, and kind. You are a good interlocutor with clear and concise communication. You are able to manage multiple projects, have an analytical mind, pay keen attention to detail, and love to get your hands dirty. You are cognizant, tolerant, and welcoming of vulnerabilities and cultural differences.
About the Role
Position: Full-time / Employee
Location: Remote-first
Benefits: Health Insurance, work-from-anywhere stipend, annual wellness & learning credits, annual all-expenses-paid company retreat in a gorgeous destination & other benefits
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
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: https://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.
Job Details
- Company
- Airalo
- Location
- Worldwide
- Type
- full-time
- Source
- realworkfromanywhere