The Role
The Sales Manager will drive partnership acquisition, manage B2B and B2B2C channels, and expand revenue through strategic market initiatives, coordinating with cross-functional teams and ensuring strong partner relationships.
Summary Generated by Built In
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.
Check out more information about Airalo in our Public Handbook here.
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
Airalo is looking for a Sales Manager (Partnerships Manager) to join the Airalo Partnerships department. Expensive roaming and physical SIM cards are passe. The future of connectivity, for leisure and business travelers, is through eSIMs. As the undisputed industry leader in the B2C segment, we are looking to extend our leadership to the B2B (business travel) and the B2B2C (resellers) channels.
As the Partnerships Manager, you will drive new partnership acquisition and growth initiatives that expand Airalo’s B2B/B2C footprint, increase transaction volumes, and accelerate revenue across business/corporate travelers, consumer, and reseller channels.
Responsibilities include but are not limited to:
- Lead partner acquisition initiatives in collaboration with the Director of Partnerships and cross-functional teams (Growth, Product, Marketing, and Operations) to identify, qualify, and close high-potential B2B and B2B2C partners.
- Conduct strategic market mapping to build segmented prospect lists (mid-market and enterprise, with focus on larger targets), prioritize opportunities, and develop outreach campaigns that convert.
- Own the full sales cycle — from prospecting and discovery to proposal development, negotiation, and deal closure — ensuring a strong and predictable partnership pipeline.
- Drive onboarding success by coordinating with internal stakeholders to ensure seamless partner activation, product integration, and performance tracking.
- Develop deep, value-driven relationships with key decision-makers and stakeholders within partner organizations to expand engagement, transaction volumes, and revenue share.
- Champion Airalo within partner ecosystems by delivering clear product positioning, ROI narratives, and co-marketing initiatives that increase visibility and adoption.
- Leverage sales analytics and CRM tools to track pipeline health, forecast revenue, and report on performance against monthly, quarterly, and annual OKRs.
- Collaborate cross-functionally with Marketing, Product, and Customer Success to align partner offerings, integrate feedback loops, and accelerate go-to-market initiatives.
- Monitor market intelligence and competitive activity to identify emerging opportunities, inform pricing or packaging strategies, and sustain Airalo’s leadership position within the partner ecosystem.
Must Haves
- 7+ years of proven success in enterprise or channel sales, preferably within the travel, telecom, F500, or digital marketplace sectors, with a consistent record of exceeding revenue and acquisition targets.
- Demonstrated experience selling to large organizations — including C-suite executives, procurement teams, and strategic decision-makers — with the ability to navigate complex sales cycles and multi-stakeholder environments.
- Strong B2B and B2B2C partnership acquisition expertise, including prospecting, pipeline management, and closing high-value commercial agreements that drive measurable transaction and revenue growth.
- Advanced consultative and solution-selling skills, with mastery of questioning frameworks (SPIN, Challenger, value-based selling, etc.) to uncover needs, handle objections, and build compelling business cases.
- Exceptional storytelling ability, capable of articulating Airalo’s value proposition in a way that resonates with both commercial and technical audiences, linking eSIM innovation to tangible business outcomes.
- Strategic relationship builder — skilled at establishing trust and long-term engagement with internal stakeholders (Product, Marketing, Legal, Operations) and external partners across multiple levels of influence.
- Highly organized and performance-driven, with experience managing multiple deals, reporting pipeline metrics, and using CRM and sales enablement tools to forecast and deliver results.
- Excellent verbal and written communication skills in English, with the ability to present, negotiate, and influence effectively in high-stakes commercial discussions.
If you are interested in the role, please apply via the link.
By applying, you acknowledge and agree that, in case of successful application, Airalo may request to run background checks as a condition for entering into an agreement with you. Rest assured that these checks will only occur upon your prior consent and at the end of the selection process, and will be strictly limited to what is allowed under the laws that are applicable to you. All data that you share or that we collect in connection with such checks will be processed in accordance with our Privacy Policy, available here.
To maintain transparency in our hiring process, we want to let you know that our recruitment team may use AI-powered tools to support specific tasks, such as assessing resumes and taking notes during interviews. We want to be clear that these tools are used to assist our team, and AI never makes the final hiring decision. That responsibility rests entirely with our amazing team of recruiters.
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.
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The Company
What We Do
Bringing you pain-free connectivity while you travel.
As travelers ourselves, we’ve faced the painful situations of not finding Wi-Fi, losing the SIM card you’ve carefully taped to the back of your phone, and the horror of coming home to an unexpected roaming bill.
We believe that in today’s modern world, connectivity and freedom should be accessible to all. Airalo is here to take away the pain and stress of researching and seeking out the best roaming deal. We’re here to let everyone stay connected globally while keeping it simple and pain-free.
Airalo is the world’s first eSIM store for travelers to access over 200+ eSIMs at the most affordable, local rates from around the world, all via eSIM-compatible smartphone, tablet, or PC. Airalo offers you both connectivity and freedom - you’ll never have to carry multiple SIM cards or change your number again, no matter where you are in the world.
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