About this Director, Consumer Pricing role at Airalo
Help Us Build The Future of Travel
At Airalo, we’re making it easier for people to stay connected wherever they go. As the world’s first eSIM store, our product is already used by millions of travelers across 200+ countries and regions, helping remove the friction from staying online while abroad.
We’re a fully remote team of 400+ people across 60+ countries, working in a fast moving environment where ownership is clear and decisions don’t get slowed down by unnecessary layers. People here are trusted to take responsibility for their work and see it through.
Your Next Destination
- Location: Remote, anywhere in the UAE
- Contract: Full-time, permanent via Deel (our employer of record in the UAE)
- Benefits: Learn more about our benefits here in this link - https://airalo-public.notion.site/Benefits-25396a97ffca81fb9bc1f0be479f1be3?pvs=74
- Languages: English is our main working language day to day, so you'll need to be comfortable communicating in it both in meetings and async.
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
Why People Join Us In the UAE
We’re a fully remote team across 60+ countries, built on a simple idea: trust people to own their work and deliver without unnecessary layers or heavy process getting in the way.
Many people joining us from the UAE are looking for clarity in scope and real ownership in their role. They want to know what they’re responsible for, how success is measured, and have direct access to the people making decisions.
What often stands out is the combination of a global, product-led company with a flexible remote setup. For many, it’s the opportunity to work on a product used by millions of travelers worldwide, alongside a team that moves quickly and values clear ownership and accountability.
