Director, Consumer Pricing

About Airalo

Airalo is the first eSIM marketplace of its kind, helping travelers stay connected in more than 200 countries and regions. The company is building a digital telecom experience designed to change how people connect around the world. It operates as a travel-tech business and promotes an equal-opportunity culture grounded in diversity, inclusion, and equity. Its workforce spans 50+ countries across six continents.

Airalo also shares company information through a public handbook.

About the Role

This is a full-time, remote-first leadership role. The position comes with health insurance, a work-from-anywhere stipend, annual wellness and learning credits, and an all-expenses-paid annual company retreat in a destination designed to be memorable, along with other benefits.

As Director of Consumer Pricing, you will set and steer Airalo’s worldwide pricing approach across B2C, B2B, and B2B2C lines. The role treats pricing as a key lever for growth, with responsibility for balancing customer value, competitive market positioning, revenue expansion, and margin improvement.

You will create and lead the company’s pricing capability, including the operating model, governance, systems, experimentation approach, and long-term monetization direction. In close partnership with executive leadership, Product, Growth, Networks, Finance, and Data, you will influence how Airalo prices, packages, personalizes, and monetizes connectivity across global markets.

This role carries global ownership for pricing results and is measured by its impact on revenue, margin, conversion, customer lifetime value, and competitive strength.

What You’ll Do

• Set up and lead Airalo’s global pricing team, including future hiring, skill development, and the design of the operating model.
• Define the team structure, operating processes, governance rules, and decision-making methods.
• Embed pricing as a commercial capability across Product, Growth, Networks, Finance, and Data.
• Coach pricing talent and build a culture focused on testing, analytical discipline, and commercial accountability.
• Serve as the senior sponsor for company-wide pricing work.
• Take ownership of global pricing performance, including revenue and gross margin outcomes.
• Build organization-wide pricing KPIs, reporting structures, and executive-level dashboards.
• Find and develop monetization opportunities across products, markets, customer groups, and partnerships.
• Lead pricing reviews with senior leadership and recommend trade-offs and investment priorities.
• Drive annual and quarterly pricing planning cycles.
• Create and refine the global pricing strategy and architecture, including market tiers, corridors, product placement, and bundles.
• Set pricing corridors that align with brand values.
• Convert strategy into repeatable pricing rules and logic.
• Design pricing approaches for B2C and B2B/B2B2C channels while accounting for different margin profiles and use cases.
• Review current pricing logic end-to-end and identify improvement opportunities.
• Build a framework for customized products and micro-regional corridors to generate new revenue.
• Shape pricing for new products, markets, customer segments, and partnerships.
• Develop segmentation and willingness-to-pay models to support differentiated pricing.
• Guide market positioning decisions and pricing reactions to competitor moves.
• Assess emerging pricing models such as subscriptions, memberships, dynamic pricing, personalized pricing, and usage-based charging.
• Work with Data to create a centralized pricing data layer that brings together cost and margin data, sales and conversion performance, competitor pricing, demand signals, and revenue assurance inputs.
• Define the requirements for pricing simulation and recommendation tools.
• Help move pricing from static decision-making toward semi-automated and AI-assisted execution.
• Partner with Data to shape the roadmap for future capabilities such as AI, automation, personalization, and app-based charging.
• Create a structured framework for pricing trade-offs across growth and margin, competitiveness and profitability, short-term gains and lifetime value, B2C and B2B/B2B2C, and retention versus new customer acquisition.
• Standardize how pricing choices are made across markets and teams.
• Own the pricing experimentation roadmap.
• Design and run controlled A/B tests around pricing, bundles, discounts, and thresholds.
• Build a continuous optimization cycle rather than relying on isolated pricing changes.
• Set clear pricing governance and decision rights.
• Act as the central coordination point across Networks for cost inputs, Growth for demand and campaigns, Product for packages and UX, and Finance for margin targets.
• Ensure pricing remains consistent across channels and regions.

What We’re Looking For

You should bring at least 7 years of experience in B2C and B2B/B2B2C pricing, ideally in telecom, mobile services, or connectivity products, with exposure to bundle and package pricing. Experience leading pricing teams in global consumer technology, telecom, travel tech, connectivity, SaaS, fintech, or marketplace environments is important.

The ideal candidate has worked in high-scale, data-rich settings with structured and comparable product pricing, and has repeatedly built pricing functions from the ground up. A strong command of pricing science, elasticity modeling, segmentation, customer economics, and monetization strategy is essential, along with a record of delivering measurable business impact rather than analysis alone.

You should be comfortable designing pricing frameworks, managing complex pricing structures, and using data warehouses and BI tools in a hands-on way. A strong instinct for building pricing data models and translating insights into action is needed. Exposure to AI/ML-powered pricing or recommendation systems will be considered an advantage.

Additional strengths include a solid understanding of unit economics, price elasticity, and demand signals, plus the ability to influence senior leaders across growth, product, finance, and networks. Experience working with brand values and reputation is also important.

Additional Information

By applying, you acknowledge that if your application is successful, Airalo may request background checks before entering into an agreement with you. These checks will only be carried out with your prior consent at the end of the selection process and only to the extent allowed by the laws that apply to you. Any data shared or collected for this purpose will be handled according to Airalo’s privacy policy.

Airalo is committed to equal opportunity and does not discriminate on the basis of race, religion, national origin, gender, sexual orientation, age, marital status, veteran status, or disability. Reasonable accommodations may be provided on request for candidates with disabilities during the interview process.

The company also uses AI-assisted tools in recruiting. Applications may be reviewed with tools that help recruiters organize and analyze CV information, but final hiring decisions are made by people. If you reach the interview stage, AI-assisted note-taking tools may be used, and you can opt out of that. More information is available in the company privacy policy.