Strategic Partnerships Lead, Airlines

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Strategic Partnerships Lead, Airlines based in Spain.
We are seeking an experienced Strategic Partnerships Lead to drive global airline partnerships within a rapidly growing international travel technology business. In this senior commercial role, you will take ownership of the airline vertical, developing strategic relationships and building long-term partnerships that integrate digital connectivity into the passenger journey. You will lead complex commercial negotiations, identify new revenue opportunities, and develop partnership models that create value for both parties. Working closely with Marketing, B2B Sales, Product, and Operations teams, you will ensure a coordinated approach to airline engagement, from initial discussions through integration and ongoing growth. You will also establish performance metrics, monitor partnership success, and represent the business in key industry meetings and events. This is an exciting opportunity to shape a new strategic business area while contributing to the international expansion of an innovative, fast growing technology company.
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 considere