Director of Global Key Accounts
Airalo
Director of Global Key Accounts
Airalo
Marketplace for eSIM data plans
Salary Range: 96800 to 145200 (Currency: GBP) (Pay period: per-year-salary)
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.
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:
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.
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.
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
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.
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.
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.
Airalo provides an eSIM marketplace for travelers, offering digital SIMs that let users activate data plans from local carriers in over 190 countries without swapping physical SIM cards. Users access the service via the Airalo app or website to browse, purchase, and manage eSIMs, then install the selected plan on a compatible device. This model avoids roaming charges by using local data plans and is built around partnerships with local telecom providers worldwide. Compared to competitors, Airalo emphasizes broad country coverage, a streamlined self-serve purchasing flow, and easy management of multiple eSIMs in one place. The company aims to make global connectivity affordable and hassle-free for international travelers, digital nomads, and business professionals by expanding access to local-rate data plans through its platform.
Explore more opportunities at Airalo