Director, Consumer Pricing

About the Role

At Airalo, the world's first eSIM store helping millions stay connected globally, we seek a Director of Consumer Pricing to shape and lead our pricing strategy across B2C, B2B, and B2B2C segments. As a fully remote company with a fast-paced, autonomous culture spread across over 60 countries, we offer a flexible work environment based in the UAE.

This leadership role involves establishing pricing as a key growth driver by harmonizing customer value, competitive market positioning, revenue growth, and margin control. You will build the global pricing function, including its operating model, governance, systems, experimentation approach, and long-term monetization strategy, partnering closely with executive leadership and teams in product, growth, networks, finance, and data.

Key Responsibilities

• Establish and lead Airalo's global pricing organization, including recruitment and capability enhancement.
• Develop team structure, workflow processes, governance, and clear decision-making procedures.
• Embed pricing as an essential commercial capability integrated with cross-functional teams.
• Mentor pricing professionals, encouraging a culture of experimentation, rigorous analysis, and commercial accountability.
• Act as the executive sponsor for company-wide pricing initiatives.
• Be accountable for global pricing performance, monitoring revenue and gross margin metrics.
• Define company-wide pricing KPIs, facilitate reporting, and create executive dashboards.
• Discover and unlock new monetization opportunities across various products, markets, customer segments, and partnerships.
• Lead pricing review sessions with executives, advising on trade-offs and investment priorities.
• Manage annual and quarterly pricing planning cycles.
• Define and continuously refine Airalo’s pricing strategy and architecture, covering market tiers, corridors, positioning, and bundle design.
• Establish pricing corridors aligned with brand values and transform strategy into standardized pricing rules.
• Design pricing frameworks for B2C and B2B channels with consideration for varying margin structures and usage cases.
• Conduct comprehensive audits of current pricing logic to identify enhancements and revenue opportunities.
• Develop customized product frameworks and micro-regional pricing corridors to expand revenue streams.
• Lead pricing strategies for emerging products, markets, and partnerships, deploying segmentation and willingness-to-pay frameworks.
• Guide market positioning and respond to competitive pricing dynamics.
• Explore and apply emerging pricing models including subscription, memberships, dynamic and personalized pricing, and usage-based charging.
• Collaborate with data teams to build centralized pricing data infrastructure incorporating cost, margin, sales, competition, demand, and revenue assurance data.
• Establish requirements for pricing simulation and recommendation engines to advance from static to AI-assisted pricing decisions.
• Develop a formal decision framework balancing growth, margin, competitiveness, profitability, LTV optimization, and customer retention.
• Oversee pricing experimentation by designing and running structured A/B tests and fostering continuous optimization.
• Implement pricing governance and ensure alignment across networks, growth, product, and finance teams for consistent pricing application globally.

Required Qualifications & Experience

• Over 7 years of experience leading B2C and B2B/B2B2C pricing initiatives, preferably in telecommunications, connectivity, SaaS, fintech, or marketplace sectors with expertise in bundle/package pricing.
• Proven success in establishing and scaling pricing functions within global consumer tech or telecom environments.
• Experience working in data-intensive environments with structured product pricing frameworks.
• Strong grasp of pricing science encompassing elasticity models, segmentation methodologies, customer economics, and monetization strategies.
• Record of actionable commercial impact through pricing initiatives.
• Expertise in building complex pricing structures and leveraging data warehouses and business intelligence tools.
• Experience with AI or ML-driven pricing or recommendations considered a significant advantage.
• Deep understanding of unit economics, price elasticity, and demand signal interpretation.
• Strong interpersonal influence skills to engage senior stakeholders across growth, product, finance, and networks.
• Experience working with brand values and reputation management in pricing.

Additional Information

Location and Employment: This is a permanent, full-time, remote position based anywhere in the UAE, with employment facilitated via a local employer-of-record partner.

Language: Fluency in English is essential for daily meetings and asynchronous communication.

Salary Range: The annual salary ranges from 450000 to 608000 AED, depending on location and other factors.

Recruitment Process: Airalo follows a transparent recruitment approach and may conduct background checks post-selection with candidate consent. The company commits to equal opportunity employment and values diversity and inclusion.