Head of Key Account Management - Europe & CIS

Summary

Join Airalo, a global eSIM store, as their Head of Key Account Management, leading partner success and growth strategy across Europe and CIS. You will oversee a portfolio of strategic B2B and B2B2C partners, ensuring their retention and growth. This role involves building and leading a team of account managers, working cross-functionally with various departments to deliver exceptional results. You will be responsible for driving partner growth, performance, and satisfaction, building relationships, identifying upsell and cross-sell opportunities, and managing partner performance using data and insights. This high-visibility commercial role requires a balance of relationship management, commercial acumen, strategic thinking, and leadership.

Requirements

• 6+ years in account management, partnerships, or business development roles with proven experience growing strategic accounts in B2B/B2B2C models
• Experience in the travel and / or telecom industry or with Key Account management experience in a consumer business
• Excellent relationship-building, negotiation, and communication skills
• Data-driven mindset with strong commercial acumen
• 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
• Willingness to travel as needed

Responsibilities

• Lead the account management strategy for all key partners across Europe & CIS, driving partner growth, performance, and satisfaction
• Build deep, trusted relationships with 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)
• Serve as a senior commercial point of contact for priority accounts, often involving C-level partner relationships
• Build, manage and mentor a team of account managers / partner success specialists, ensuring clear goals, development, and execution
• Collaborate with the wider Partnerships, Product, and Marketing 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
• Ensure contracts, SLAs, and partner communications are tracked and actioned in a timely and professional manner
• Help shape the evolution of Airalo’s partner experience — contributing to scalable processes, playbooks, and best practices

Preferred Qualifications

• Fluent in English; other European/CIS languages are a strong advantage
• Experience working with CRMs (HubSpot)

Benefits

• Health Insurance
• Work-from-anywhere stipend
• Annual wellness & learning credits
• Annual all-expenses-paid company retreat in a gorgeous destination