Head of Key Account Management - Europe & CIS

About Airalo

Alo! Airalo is the world’s first eSIM store that helps people connect in over 200+ countries and regions across the globe. We are building the next digital service that revolutionizes the telecom industry. We are a travel-tech company and an equal-opportunity environment that values and executes diversity, inclusion, and equity. Our team is spread across 50+ countries and six continents. What glues us together is our commitment to changing the way you connect.

About you

We hope that you care deeply about the quality of your work, the intrinsic worth of tasks, and the success of your team. You are self-disciplined and do not require micromanagement in terms of your skillset and work ethic. You do your best to flourish as an individual every day while working hard to foster a collaborative team environment. You believe in the importance of being — and staying — authentic, honest, positive, and kind. You are a good interlocutor with clear and concise communication. You are able to manage multiple projects, have an analytical mind, pay keen attention to detail, and love to get your hands dirty. You are cognizant, tolerant, and welcoming of vulnerabilities and cultural differences.

About the Role

Position: Full-time / Employee

Location: Remote-first

Benefits: Health Insurance, work-from-anywhere stipend, annual wellness & learning credits, annual all-expenses-paid company retreat in a gorgeous destination & other benefits

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 models
• Experience in the travel and / or telecom industry or with Key Account management experience in a consumer business
• Excellent relationship-building, negotiation, and communication skills
• Data-driven mindset with strong commercial acumen
• 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 European/CIS languages are a strong advantage
• Experience working with CRMs (HubSpot)
• Willingness to travel as needed

If you are interested in this position, please apply via the link.

We sincerely thank all applicants in advance for submitting their interest in this opportunity. Airalo is an equal opportunity employer and values diversity, equity & inclusion. We do not discriminate on the basis of race, religion, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. We are committed to providing reasonable accommodations upon request for individuals with disabilities throughout our job interview process.