Director, Consumer Pricing

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

• 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