Global Key Accounts Director - Airalo

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.

Role Overview

• Location: Remote, anywhere in Spain, the UK, or the UAE.
• Contract Setup:
  • Spain: Full-time, permanent contrato indefinido via Deel
  • UK: Full-time, permanent (local contract)
  • UAE: Full-time, permanent via Deel
• Languages: English is our main working language day to day (both in meetings and async).

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.

Compensation

Salary ranges are determined by where you reside:

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

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.
• Directly own and build deep, trusted relationships with Airalo's largest strategic partners, from onboarding through 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.
• Collaborate with wider Partnerships, Product, Marketing, and Finance teams to ensure partner needs are met.
• 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, professional manner.
• Define how accounts are tiered and handed over between Business Development and Key Accounts through their lifecycle.

What You'll Bring

• 8+ years in account management, partnerships, or business development roles growing strategic accounts in B2B/B2B2C models within travel, tech, or B2B 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 compelling story for Airalo's unique proposition.
• Expertise in sales techniques, including effective questioning, objection handling, consultative selling, and solution selling.
• Fluency in English; other languages are a strong advantage.
• Experience working with CRMs (HubSpot is an advantage).
• Willingness to travel as needed.