Head of Key Account Management - Europe & CIS

📌 Core Information

🔹 Job Title: Head of Key Account Management - Europe & CIS

🔹 Company: Airalo

🔹 Location: Remote (Germany, Spain, Ireland, United Kingdom)

🔹 Job Type: Full-time

🔹 Category: Telecommunications

🔹 Date Posted: April 14, 2025

🔹 Experience Level: 6+ years

🔹 Remote Status: Remote-first

🚀 Job Overview

Key aspects of this role include:

• Leading partner success and growth strategy across Europe & CIS
• Building and managing a team of account managers
• Collaborating cross-functionally with Product, Marketing, Finance, and Operations
• Driving partner growth, performance, and satisfaction

ASSUMPTION: This role requires a balance of relationship management, commercial acumen, strategic thinking, and leadership.

📋 Key Responsibilities

✅ Lead the account management strategy for 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.

ASSUMPTION: This role involves a high level of stakeholder management and requires strong communication, negotiation, and data-driven decision-making skills.

🎯 Required Qualifications

Education: Bachelor's degree in Business, Marketing, or a related field (or equivalent experience)

Experience: 6+ years in account management, partnerships, or business development roles with proven experience growing strategic accounts in B2B/B2B2C models

Required Skills:

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

Preferred Skills:

• Experience in the travel and/or telecom industry
• Experience working with a remote team

ASSUMPTION: Candidates with experience in the travel and/or telecom industry may have a competitive advantage in understanding the market and customer needs.

💰 Compensation & Benefits

Salary Range: €70,000 - €90,000 per year (based on industry standards for similar roles in Europe)

Benefits:

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

Working Hours: Full-time (40 hours per week), flexible schedule

ASSUMPTION: The salary range is an estimate based on market research and may vary depending on the candidate's experience and location.

📌 Applicant Insights

🔍 Company Context

Industry: Telecommunications, specifically focused on travel connectivity

Company Size: 51-200 employees (according to LinkedIn)

Founded: 2019

Company Description:

• Airalo is the world’s first and largest eSIM store, giving users access to affordable eSIMs for 200+ countries and regions
• Founded with a mission to bring pain-free connectivity to travelers worldwide
• Offers eSIMs for smartphones, tablets, and PCs

Company Specialties:

• eSIM technology
• Telecommunication services
• Travel connectivity
• Connectivity solutions

Company Website: http://www.airalo.com

ASSUMPTION: Airalo's unique value proposition and focus on the travel industry set it apart from traditional telecom companies.

📊 Role Analysis

Career Level: Mid-level to senior, with potential for growth into a leadership role

Reporting Structure: This role will eventually lead a team of account managers, reporting directly to the VP of Partnerships

Work Arrangement: Remote-first, with the possibility of occasional travel for partner meetings and company events

Growth Opportunities:

• Building and leading a team of account managers
• Expanding Airalo's partner network across Europe & CIS
• Potential career progression into a VP or C-level role

ASSUMPTION: This role offers significant growth potential for the right candidate, both in terms of team leadership and career advancement.

🌍 Location & Work Environment

Office Type: Remote-first, with no physical office locations

Office Location(s): Airalo's team is spread across 50+ countries and six continents

Geographic Context:

• Airalo's partners and customers are based across Europe & CIS, requiring a strong understanding of regional markets and cultures
• The role may involve occasional travel to meet with partners and attend industry events
• Airalo's remote work culture fosters flexibility and work-life balance

Work Schedule: Full-time (40 hours per week), with a flexible schedule to accommodate different time zones and partner needs

ASSUMPTION: Airalo's remote work environment requires strong self-discipline, time management, and communication skills.

💼 Interview & Application Insights

Typical Process:

• Initial phone or video screen with the HR team
• Interview with the VP of Partnerships
• Final interview with the CEO or another senior leader
• Background check and reference check

Key Assessment Areas:

• Cultural fit with Airalo's values and remote work environment
• Communication and negotiation skills
• Commercial acumen and strategic thinking
• Experience managing strategic accounts and driving partner growth

Application Tips:

• Tailor your resume and cover letter to highlight your relevant experience and skills for this role
• Demonstrate your understanding of Airalo's unique value proposition and the travel connectivity market
• Prepare examples of your past successes in account management, partner growth, and stakeholder management

ATS Keywords: Account Management, Partnerships, Business Development, Relationship Building, Negotiation, Commercial Acumen, Data-driven Mindset, Sales Techniques, Travel Industry, Telecom Industry, Team Leadership

ASSUMPTION: Airalo's interview process is designed to assess candidates' skills, experience, and cultural fit for the role and the company.

🛠️ Tools & Technologies

• HubSpot (CRM)
• Slack (team communication)
• Google Workspace (collaboration and productivity)
• Zoom (video conferencing)

ASSUMPTION: Airalo's tools and technologies are designed to support a remote work environment and facilitate collaboration across teams.

👔 Cultural Fit Considerations

Company Values:

• Authenticity
• Kindness
• Positivity
• Collaboration
• Continuous learning

Work Style:

• Self-disciplined and independent
• Strong communication and collaboration skills
• Adaptable and comfortable working in a remote environment
• Data-driven and analytical mindset

Self-Assessment Questions:

• How do you embody Airalo's values in your daily work?
• How have you successfully managed remote teams or partnerships in the past?
• How do you stay organized and focused when working from home or in a remote environment?

ASSUMPTION: Airalo's company culture values authenticity, kindness, and collaboration, and prioritizes a positive and supportive work environment.

⚠️ Potential Challenges

• Managing a remote team across different time zones and cultures
• Balancing the needs of multiple strategic partners with competing priorities
• Adapting to a fast-paced, ever-changing market and regulatory environment
• Developing and implementing scalable processes and best practices for partner management

ASSUMPTION: These challenges can be overcome with strong leadership, effective communication, and a data-driven approach to decision-making.

📈 Similar Roles Comparison

• Unlike traditional account management roles, this position focuses specifically on the travel and telecom industries
• Airalo's unique value proposition and remote work environment set it apart from other companies in the industry
• This role offers significant growth potential, both in terms of team leadership and career advancement

ASSUMPTION: While this role shares similarities with other account management positions, its focus on the travel and telecom industries and remote work environment make it unique.

📝 Sample Projects

• Developing and implementing a strategic account management plan for a major travel partner
• Negotiating and closing a complex, multi-year partnership agreement with a leading mobile provider
• Building and managing a high-performing team of account managers, with a focus on driving partner growth and satisfaction

ASSUMPTION: These sample projects demonstrate the range of responsibilities and challenges faced by the successful candidate in this role.

❓ Key Questions to Ask During Interview

• How does Airalo support the growth and development of its employees?
• What are the key priorities for this role in the first 90 days?
• How does Airalo measure the success of its partnerships and account management strategies?
• What opportunities are there for career growth and advancement within Airalo?
• How does Airalo foster a positive and inclusive company culture in a remote work environment?

ASSUMPTION: These questions are designed to assess the company's commitment to employee growth, success, and cultural fit.

📌 Next Steps for Applicants

To apply for this position:

• Submit your application through this link
• Tailor your resume and cover letter to highlight your relevant experience and skills for this role
• Prepare examples of your past successes in account management, partner growth, and stakeholder management
• Follow up with the HR team one week after submitting your application to confirm receipt and inquire about next steps

⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.