Job Description
We’re looking for a driven and experienced Head of Key Account Management to lead our partner success and growth strategy across Europe & CIS. This role will oversee a portfolio of strategic B2B and B2B2C partners — including travel companies, fintech platforms, OTAs, mobile providers, and super apps — ensuring that they are not only retained but continuously growing in value.
The successful candidate will eventually build and lead a small but high-performing team of account managers, working cross-functionally with Product, Marketing, Finance, and Operations to deliver exceptional results. This is a high-visibility commercial role requiring a balance of relationship management, commercial acumen, strategic thinking, and leadership.
Responsibilities Include, but not limited to:
Lead the account management strategy for all key partners across Europe & CIS, driving partner growth, performance, and satisfaction.Build deep, trusted relationships with 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).Serve as a senior commercial point of contact for priority accounts, often involving C-level partner relationships.Build, manage and mentor a team of account managers / partner success specialists, ensuring clear goals, development, and execution.Collaborate with the wider Partnerships, Product, and Marketing 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.Ensure contracts, SLAs, and partner communications are tracked and actioned in a timely and professional manner.Help shape the evolution of Airalo’s partner experience — contributing to scalable processes, playbooks, and best practices.Must Haves
6+ years in account management, partnerships, or business development roles with proven experience growing strategic accounts in B2B/B2B2C modelsExperience in the travel and / or telecom industry or with Key Account management experience in a consumer businessExcellent relationship-building, negotiation, and communication skillsData-driven mindset with strong commercial acumenAbility 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 partnersAbility to employ sales techniques, including effective questioning, objection handling, consultative selling, and solution sellingFluent in English; other European/CIS languages are a strong advantageExperience working with CRMs (HubSpot)Willingness to travel as needed
