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.