[Hiring] Global Key Accounts Director @Airalo

Role Description

We're looking for a driven and experienced Director of Global Key Accounts to lead our partner success and growth strategy for Airalo's most strategic partners worldwide. This role will oversee a global portfolio of strategic B2B and B2B2C partners, including travel companies, fintech platforms, mobile providers, and super apps, ensuring that they are not only retained but continuously growing in value.

The successful candidate will directly own our largest global accounts and lead a team of regional Key Account Managers and execs, working cross-functionally with Product, Marketing, Finance, and Operations to deliver exceptional results. This is a high visibility commercial leadership role requiring a balance of relationship management, commercial acumen, and strategic thinking.

What You'll Do:

• Lead the global key account strategy across all regions, driving partner growth, performance, and satisfaction.
• Own the global key accounts revenue targets, budget, and P&L, setting regional targets, tracking delivery against plan, and being accountable for margin and results.
• Prioritize accounts, markets, and team resources by revenue potential, strategic value, and risk, focusing effort where it drives the most growth and making clear trade-offs when capacity is limited.
• Directly own and build deep, trusted relationships with Airalo's largest strategic partners, from onboarding through to long-term success.
• Identify upsell, cross-sell, and expansion opportunities across product lines (e.g. API, white label, corporate plans) and across markets.
• Serve as the senior commercial point of contact for priority accounts, regularly engaging at C level and leading negotiation of major renewals and commercial terms.
• Build, manage, and mentor a global team of regional Key Account Managers and executives, ensuring clear goals, coverage, development, and execution.
• Collaborate with the wider Partnerships, Product, Marketing, and Finance teams to ensure partner needs are met and growth opportunities are realized.
• Proactively manage partner performance using data, insights, and KPIs to spot trends, mitigate risks, and unlock growth, and own forecasting and reporting for the global book.
• Ensure contracts, SLAs, and partner communications are tracked and actioned in a timely and professional manner.
• Define how accounts are tiered and handed over between Business Development and Key Accounts through their lifecycle, and help shape the evolution of Airalo's partner experience through scalable processes, playbooks, and best practices.

Qualifications

• 8+ years in account management, partnerships, or business development roles (growing strategic accounts in B2B/B2B2C models), with experience in the travel or tech industry or B2B-focused businesses.
• 4+ years running high performing teams, with a proven ability to build, lead, and develop managers across regions and time zones.
• Excellent relationship building, negotiation, and communication skills, including credibility with C level stakeholders.
• Data driven mindset with strong commercial acumen, including ownership of revenue targets, budgets, and P&L.
• Ability to narrate a great story. Airalo's unique story and the problem we solve for our users makes it a compelling pitch for customers and partners.
• Ability to employ sales techniques, including effective questioning, objection handling, consultative selling, and solution selling.
• Fluent in English; other languages are a strong advantage.
• Experience working with CRMs (HubSpot is an advantage).
• Willingness to travel as needed.

Requirements

• £96,800 - £145,200 a year.
• UK: £96,800 – £145,200.
• Spain: €92,000 – €138,000.
• UAE: 443,600 AED - 665,400 AED.

Benefits

• Learn more about our benefits here in this link - Benefits .

Company Description

At Airalo, we're making it easier for people to stay connected wherever they travel. As the world's first eSIM store, we help millions of travelers access affordable mobile data in 200+ countries and regions around the world. We're fully remote by design, genuinely global, and united by a shared mission to make travel simpler for everyone.