Global Key Accounts Director

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