Head of Partnerships - Airline

About the job

The Head of Partnerships - Airline will lead Ancileo's commercial expansion across the Airlines industry, driving the acquisition and activation of new embedded travel insurance partnerships with airlines.

This role owns the revenue engine - responsible for identifying, securing, and scaling distribution deals that position Ancileo as the preferred embedded travel insurance partner across the region.

Key Responsibilities
1. Commercial Strategy & Partner Acquisition

. Define and execute a go-to-market plan to secure embedded travel insurance partnerships across key markets globally

. Build and manage a target pipeline of 500+ prospects (airlines, OTAs, travel apps, payment ecosystems)

. Lead negotiations from prospecting to signature - covering product, pricing, data, and commercial models

. Develop deal archetypes (API integration, white-label, bundle partnerships) to accelerate contracting

. Build C-level relationships with partners commercial, digital, and product teams

2. Partnership Management & Revenue Growth

. Oversee active partner portfolio performance and revenue delivery

. Collaborate with local insurers and Ancileo's delivery team to enable fast go-live and scale-up

. Use data insights (conversion, Avg revenue per booking, claims performance) to optimize each partnership

. Develop partner business reviews, joint marketing opportunities, and renewal-readiness roadmaps

3. Collaboration with Insurers & Internal Alignment

. Maintain close coordination with Ancileo's Operations and Marketing teams to ensure delivery and visibility

. Provide input on product customization needs and emerging market trends

. Serve as Ancileo's primary commercial voice with various local and global insurers

4. Market Intelligence & Positioning

. Continuously map and analyze global travel ecosystem, identifying untapped opportunities

. Track competitor partnerships, contract renewals, and pricing benchmarks

. Represent Ancileo at key industry events (ITIC Asia, Skift Tech Forum, Insurtech Connect)

. Contribute to thought-leadership content in partnership with Marketing (case studies, insights)

Profile Requirements and Experience

. 5-10 years in strategic partnerships, commercial development, or distribution within: Travel tech or Insurtech / Embedded insurance / Travel Insurance

. Demonstrated success in closing multi-market B2B2C deals

. Experience managing complex partnership lifecycles from concept to integration

. Regional exposure across Asia Pacific

. Airline industry knowledge is a must

Skills & Competencies

. Strong negotiation skills

. Understanding of technology platform that enable B2B2C travel insurance

. Analytical mindset - ability to interpret funnel data, pricing elasticity, and margin impacts.

. CRM discipline familiar with structured deal stages

. Strong interpersonal and cross-cultural communication skills

. Collaborative leadership style with a bias for speed and execution

. Existing network in the travel insurance distribution is a definite plus

Key Attributes

. Entrepreneurial, results-driven, and commercially obsessed.

. Persuasive communicator able to influence large organizations.

. Thrives in fast-moving, high-accountability environments.

. Balances short-term deal velocity with long-term relationship building.