Key Account Manager, TravelTech & InsurTech
Department: Strategic Partnerships
Employment Type: Full Time
Location: Barcelona
Reporting To: Paweł Szarycz
Compensation: €40,000 - €60,000 / year
Overview
At AirHelp, we’re looking for a Key Account Manager who can drive growth by owning and expanding relationships with the biggest travel brands worldwide. You’ll be part of a team that helps millions of air passengers every year - and you’ll have the opportunity to shape the future of travel through strong partnerships.
This role is ideal for someone with proven experience in B2B Account Management who’s ready to lead strategic relationships end-to-end, bring insights to the table, and take full ownership of partner success - from onboarding to expansion. We’re especially interested in people who have worked closely with a select portfolio of strategic accounts, rather than managing a very large number of smaller ones.
Responsibilities
* Own a portfolio of 5 to 10 B2B partners - including travel agencies, booking platforms, and insurance providers and be fully responsible for their satisfaction, performance, and growth.
* Identify revenue opportunities (upsell, cross-sell, new use cases), and execute commercial negotiations.
* Analyze partner data to identify friction points and collaborate with Product, Legal, and Tech to continuously improve the partner and end-customer experience.
* Organize quarterly business reviews with your Partner accounts that nurture trust, uncover new opportunities, and reinforce long-term partnerships.
* Guide new Partners through onboarding, integrate our product into their services (with support from tech teams), and ensure quick time-to-value.
* Monitor and optimize key metrics such as partner NPS, net revenue contribution, claim success rates, and retention.
* Represent AirHelp at industry events, meetings, and calls, acting as a trusted commercial advisor to your partners.
* Contribute to shaping our B2B strategy by sharing partner feedback and suggesting product or process improvements.
What you’ll deliver in first 12 months
1. By Month 2: Onboarded and managing your own partner portfolio. You’ve built strong relationships with key stakeholders across your accounts and understand their strategic goals.
2. By Month 4: Identified upsell or optimization opportunities, and presented actionable recommendations backed by data.
3. By Month 6: Launched at least one new partner and increased revenue from an existing partner by 10-15% through commercial initiatives or improved operational flows.
4. By Month 9: Developed tailored growth plans for all top-tier accounts. Partner satisfaction (NPS) has improved thanks to your proactive engagement.
5. By Month 12: You’ve influenced internal roadmaps with insights from partners, owned negotiations for contract extensions, and contributed at least one significant process or tool improvement to the Key Account Management team.
What sets you apart
* You bring 5+ years of experience in Account Management, Partner Success, or a similar B2B commercial role—ideally within the travel, insurance, or fintech industry.
* You’re an excellent communicator - equally confident crafting a compelling email, leading a strategic discussion, or presenting to senior stakeholders.
* You know how to successfully source to identify new partnership opportunities and build meaningful relationships with key decision-makers.
* You’ve worked with cross-functional teams (product, legal, tech, marketing) and can lead projects without direct authority.
* You’re metrics-driven, able to extract insights from partner data and make business decisions quickly.
* You take ownership seriously. You’re structured, accountable, and don’t wait to be told what to do.
* You speak and write fluent English (any other language is considered as a plus).
Why AirHelp
* Culture of Autonomy: No micromanagement, no politics. Just ambitious builders shaping the future of travel protection.
* Growth Investment: We actively invest in your growth through learning days, tailored development plans, mentorship, internal workshops, and language classes.
* Live well: Comprehensive life and health insurance, private healthcare, wellbeing support via Mindgram, and flexible access to fitness with a gym card.
* Flexible Work: Pick the contract type that suits you best (B2B or employment), enjoy two weeks a year of work-from-anywhere, plus flexible benefits tailored to your lifestyle.
* Stay Connected: Annual travel allowance, team days and company-wide events.
* Tech You Need: MacBook and access to top-tier tools from day one.
* Extra Perk: You and your loved ones get unlimited, free access to AirHelp’s services.
Here, your work will not only drive commercial success but also redefine how millions of travelers experience protection, care, and peace of mind.
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