Global Key Accounts Director
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Job Description
Director leading global key accounts and partner growth for Airalo, the world's first eSIM store. Owning revenue, P&L, strategic relationships, and regional account teams.
Responsibilities:
- Lead the global key account strategy across all regions, driving partner growth, performance, and satisfaction
- Own global key account revenue targets, budget, and P&L
- Set regional targets and track delivery against plan
- Prioritize accounts, markets, and team resources by revenue potential, strategic value, and risk
- Own and build relationships with Airalo's largest strategic partners from onboarding through long-term success
- Identify upsell, cross-sell, and expansion opportunities across product lines and markets
- Serve as senior commercial contact for priority accounts and engage with C-level stakeholders
- Lead negotiations of major renewals and commercial terms
- Build, manage, and mentor a global team of regional Key Account Managers and executives
- Collaborate with Partnerships, Product, Marketing, Finance, and Operations
- Manage partner performance using data, insights, and KPIs
- Own forecasting and reporting for the global portfolio
- Track and action contracts, SLAs, and partner communications
- Define account tiering and handoffs between Business Development and Key Accounts
- Shape scalable partner-experience processes, playbooks, and best practices
Requirements:
- 8+ years in account management, partnerships, or business development roles, growing strategic accounts in B2B/B2B2C models
- Experience in the travel or tech industry or B2B-focused businesses
- 4+ years running high-performing teams
- Proven ability to build, lead, and develop managers across regions and time zones
- Excellent relationship-building, negotiation, and communication skills
- Credibility with C-level stakeholders
- Data-driven mindset and strong commercial acumen
- Experience owning revenue targets, budgets, and P&L
- Ability to narrate a compelling story and pitch Airalo's offering
- 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
Benefits:
- Full-time, permanent employment
- Employer-of-record employment via Deel in Spain and the UAE
- Remote work from anywhere in Spain, the UK, or the UAE
- Benefits package (linked by employer)
- Flexible remote setup
- Work-life balance
- Opportunities to learn and take on new challenges
- Trust, ownership, and autonomy in work
- Global team and product exposure
- Background checks only with prior consent and as legally permitted
- Reasonable accommodations throughout the interview process
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