Strategic Partnerships Lead, Airlines

Accountabilities:

Lead and develop the global airline partnership strategy, defining the approach to identifying, engaging, securing, and growing strategic airline relationships.
Take ownership of the airline vertical, managing the entire partnership lifecycle from initial conversations and opportunity development to commercial agreements, implementation, and long-term growth.
Develop and coordinate cross-functional engagement plans, bringing together Marketing, B2B Sales, and Strategic Partnerships teams around shared objectives and a consistent approach to each airline partner.
Build and maintain trusted relationships with senior airline stakeholders, including commercial, digital, loyalty, and brand leadership teams, as well as relevant external agencies.
Identify new business opportunities and develop strategic partnerships that integrate digital connectivity solutions into the traveller journey before, during, and after flights.
Structure, develop, and negotiate commercially sustainable partnership agreements, including distribution models, co-marketing initiatives, and corporate travel offers.
Evaluate commercial opportunities, assess partnership economics, and develop mutually beneficial proposals aligned with business objectives.
Collaborate closely with Product and Operations teams to coordinate airline integrations, manage implementation requirements, and ensure successful partnership launches.
Support the ongoing development and optimization of airline partnerships by identifying opportunities to improve performance, expand distribution, and increase commercial value.
Establish clear KPIs and performance measurement frameworks to track partnership results, evaluate business impact, and identify areas for improvement.
Prepare and communicate regular performance updates, commercial insights, and strategic recommendations to senior leadership and internal stakeholders.
Represent the business at relevant airline industry events, commercial meetings, and networking opportunities, strengthening its visibility and reputation within the travel ecosystem.
Build scalable processes and collaboration frameworks that support the long-term development of the airline partnership vertical.
Requirements:
Significant senior-level commercial or strategic partnerships experience within the airline, aviation, travel, loyalty, or a closely related industry.
Proven track record of negotiating and closing complex commercial partnerships with large organizations and international business stakeholders.
Demonstrated ability to establish and develop strong relationships with senior executives and decision-makers.
Experience managing strategic accounts and developing long-term commercial relationships that generate measurable business value.
Strong cross-functional collaboration experience, ideally bringing together partnerships, marketing, B2B sales, and corporate business development teams around shared objectives.
Excellent commercial judgment, with the ability to structure partnership agreements, evaluate business models, assess financial implications, and communicate commercial trade-offs effectively.
Experience developing and executing strategic partnership plans, identifying growth opportunities, and translating business objectives into actionable initiatives.
Strong analytical and strategic thinking skills, with the ability to define KPIs, evaluate performance, and make data-informed commercial decisions.
Excellent negotiation, presentation, stakeholder management, and relationship-building abilities.
Fluent English, both written and spoken. Knowledge of an additional language is considered an advantage.
A proactive, entrepreneurial mindset, with the ability to build processes, create structure, and take ownership in a fast-paced and evolving international environment.
Strong organizational and project management skills, particularly when coordinating multiple internal teams and external partners.
Ability to work independently, demonstrate leadership, and drive initiatives forward while maintaining alignment with broader business objectives.
Nice to have:
An established network of relationships within airlines, airline agencies, or travel distribution organizations.
Previous experience in telecommunications, digital connectivity, eSIM solutions, or travel technology.
Background in B2B2C distribution models, strategic co-marketing initiatives, or commercial partnership development.
Experience working in a high-growth international scale-up or technology-driven business.
Familiarity with airline commercial ecosystems, loyalty programs, and digital distribution channels.
Benefits:
Fully remote work: Enjoy the freedom to work remotely from anywhere, with a flexible working model built around trust, autonomy, and measurable outcomes.
Flexible working hours: Organize your schedule to support productivity and work-life balance.
Competitive compensation: Receive a competitive salary and overall compensation package aligned with the seniority and responsibilities of the position.
Strategic leadership opportunity: Take ownership of a high-priority business vertical and directly influence its global partnership strategy and commercial development.
International exposure: Collaborate with global airline partners and multidisciplinary teams across different markets and regions.
Unlimited eSIM connectivity: Enjoy unlimited access to eSIM connectivity for your personal travels.
Learning and development: Access learning resources and professional development opportunities to support your continued growth.
Wellbeing support: Benefit from wellbeing initiatives and programmes designed to promote a healthy and sustainable working environment.
Work-life balance: Join a company culture that values flexibility, trust, autonomy, and personal well-being.
Career growth: Play a key role in expanding an international business and developing long-term strategic relationships within the global travel industry.