Global Key Accounts Director

Airalo; United States; Remote; USD 125,000 - 190,000; Full time

Job summary

Airalo is seeking a driven Director of Global Key Accounts to lead partner success and growth for its strategic B2B and B2B2C partners worldwide. You will oversee a global portfolio, mentor regional KAMs, and collaborate with Product, Marketing, Finance, and Operations to drive exceptional results.

You will own key accounts, manage renewals, and shape a scalable partner experience across regions, with a focus on tangible growth and strong stakeholder relationships.

Qualifications

• 8+ years in account management, partnerships, or business development.
• 4+ years running high performing teams across regions/time zones.
• Excellent relationship building, negotiation, and communication with C-level stakeholders.
• Data-driven with ownership of revenue targets, budgets, and P&L.
• Ability to narrate Airalo's story and solutions to customers/partners.
• Proficient in sales techniques: questioning, objection handling, consultative selling, solution selling.
• Fluent in English; additional languages are a plus.
• Experience with CRMs; HubSpot is an advantage.

Responsibilities

• Lead the global key account strategy across regions and drive partner growth, performance, and satisfaction.
• Own revenue targets, budget, and P&L; set regional targets and track delivery against plan.
• Prioritize accounts, markets, and resources by potential, value, and risk.
• Manage deep relationships with Airalo's largest strategic partners from onboarding to long-term success.
• Identify upsell, cross-sell, and expansion opportunities across product lines and markets.
• Serve as senior commercial contact for priority accounts; negotiate major renewals.

Skills

Account management

Partnerships

Business development

Team leadership

Relationship building

Negotiation

Data-driven

CRM (HubSpot)

Tools

HubSpot

Job description

Help Us Build The Future of Travel

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.

Today, we're a team of 400+ people across 60+ countries, building a product used by travelers every day. We've grown quickly, but we've worked hard to keep what matters: trust, ownership, and the freedom for people to do great work without unnecessary layers or bureaucracy.

We're fully remote by design, genuinely global, and united by a shared mission to make travel simpler for everyone.

Your Next Destination

• Location: Remote, anywhere in Spain, the UK, or the UAE.
• Contract:
  • Spain: Full-time, permanent contrato indefinido via Deel (our employer of record in Spain)
  • UK: Full-time, permanent (local contract)
  • UAE: Full-time, permanent via Deel (our employer of record in the UAE)
• Benefits: Learn more about our benefits here in this link - https://airalo-public.notion.site/Benefits-25396a97ffca81fb9bc1f0be479f1be3?pvs=74
• Languages: English is our main working language day to day, so you'll need to be comfortable communicating in it both in meetings and async.

Curious what it's actually like to work at Airalo? We've put together a guide for each of the hubs we hire from most, covering our benefits, remote culture, employment setup, and what our team values most:

• Life at Airalo · España: https://airalo-public.notion.site/life-at-airalo-espana
• Life at Airalo · United Kingdom: https://airalo-public.notion.site/life-at-airalo-united-kingdom
• Life at Airalo · United Arab Emirates: https://airalo-public.notion.site/life-at-airalo-united-arab-emirates

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.

What you'll bring:

• 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

£96,800 - £145,200 a year

At Airalo, we believe in roaming-free recruitment. Just as we provide clear connectivity for travelers, we provide clear salary ranges for our candidates.

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

Your Home Destination: Specific salary ranges used in offers are determined by where you reside. We’re committed to discussing these ranges openly during your first call with our Talent to ensure we’re aligned for takeoff!

Why People Join Us

Why people join us in Spain

We started Airalo to make staying connected effortless, wherever you are in the world. Today, millions of travelers rely on our eSIMs, and many of the people building the product were customers first.

Our team is united by a shared belief that great work happens when people are trusted to own what they do. As Airalo continues to grow, so do the opportunities to learn, take on new challenges, and make a real impact.

For many of our teammates in Spain, it's the combination of stability, flexibility, and genuine work-life balance that makes Airalo feel like home.

Why people join us in the UK

We started Airalo to make staying connected effortless, wherever you are in the world. Today, millions of travelers rely on our eSIMs, and many of the people building the product first discovered us as customers.

Our team spans 60+ countries, but what people often notice quickly is how work actually feels here. There's trust to own what you do, space to focus without constant layers of process, and a clear sense of what you're responsible for from day one.

As Airalo continues to grow, people tend to stay for a mix of things: the chance to work on a product used globally, the autonomy to shape how they work, and the opportunity to keep taking on new challenges without getting stuck in one lane.

Why people join us in the UAE

We're a fully remote team across 60+ countries, built on a simple idea: trust people to own their work and deliver without unnecessary layers or heavy process getting in the way.

Many people joining us from the UAE are looking for clarity in scope and real ownership in their role. They want to know what they're responsible for, how success is measured, and have direct access to the people making decisions.

What often stands out is the combination of a global, product-led company with a flexible remote setup. For many, it's the opportunity to work on a product used by millions of travelers worldwide, alongside a team that moves quickly and values clear ownership and accountability.

Before You Hit Apply

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.