Key Account Manager, AirHelp
Travel Technology and Insurance Technology
€40-60k
1-5 days a week in office
Claims management company for flight disruptions
Be an early applicant
Claims management company for flight disruptions
201-500 employees
Be an early applicant
€40-60k
1-5 days a week in office
201-500 employees
Company mission
To make claiming compensation as easy and seamless as possible.
Role
Who you are
- 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
- 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)
What the job involves
- Reporting to: Director of Account Management / Paweł Szarycz
- 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
- 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:
- 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
- By Month 4: Identified upsell or optimization opportunities, and presented actionable recommendations backed by data
- 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
- By Month 9: Developed tailored growth plans for all top-tier accounts. Partner satisfaction (NPS) has improved thanks to your proactive engagement
- 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
Our take
Customer support and claims tech are most often reserved for law firms and legal teams, but AirHelp’s focus on the air travel industry has carved them out a niche and amassed the company a client base of 16 million people. Focusing on assisting travellers with air travel rights, delays, cancellations, missed connections, strikes, baggage loss, and denied boarding compensation, AirHelp’s team speak 17 languages and works in partnership with law firms in 30 countries.
AirHelp’s law firm partnerships are a vital asset to the company, which must navigate a shifting sands ecosystem where different countries and companies have different laws. So far, AirHelp has amassed a significant amount of funding from the likes of ABRY Partners, which should help it continue building these partnerships and expand its operations.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 3 rounds)
Aug 2016
$12m
SERIES A
Aug 2014
$0.2m
SEED
Total funding: $12.4m
Company benefits
- Internal training programs and knowledge-sharing events
- Personalized progression plan
- Language classes
- Mindfulness platform
- Lunch subsidy
- Flexible benefits: gym membership, personal education, childcare, public transportation or leisure travel subsidy
- Health benefits
- MacBook Air
- Unlimited, free use of AirHelp's services
- Work from anywhere for 2 weeks a year
- Team days
- Events and parties
Company HQ
Friedrichshain, Berlin, Germany
Leadership
Tomasz Pawliszyn
(CEO)A Member of the Revenue Collective. Previously worked at Studio Moderna for over 9 years, while there they held Directorial and Operations roles. Prior to that, they worked as a Senior Project Leader at Toyota Motors Europe.
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