Key account manager/КАМ (Travel e-commerce)

Kiwitaxi is an international IT company and online platform for booking individual transfers worldwide. And we are now looking for a Key Account Manager to join our team.

Role

We are looking for a senior manager who will actively develop our global network of transportation partners and strengthen relationships with existing ones.

Your mission will be to ensure that we expand our route coverage and deliver consistently high service quality. This will allow our marketing team to scale traffic confidently while maintaining competitive pricing.

What We’re Looking For:

• Initiate contact and negotiate with new partners via email, phone, LinkedIn, and more;

• Searching for, attracting, and negotiating with new B2B partners;

• Coordinating partner contracts with internal departments (Legal, CFO, CEO);

• Develop and execute partner growth strategies and measure their impact;

• Expanding and maintaining the partner database;

• Testing your own hypotheses for scaling sales.

What you’ll do:

• Take a leading role in the teams responsible for onboarding and managing transportation partners;

• Manage and optimize the partner acquisition funnel;

• Build a systematic negotiation process aimed at reducing purchase prices with existing partners;

• Monitor partner performance: SLA adherence, service quality, motivation;

• Analyze partner efficiency (profitability, capacity, reliability);

• Initiate product improvements to streamline processes and increase overall profitability;

• Collaborate with product, marketing, and finance teams to improve the performance of the entire partner operations pipeline.

  KPIs:

• Number of newly onboarded partners per month;

• Share of prices within the target market range;

• Completion rate of orders at the required service quality level.

Experience required:

• Background in Partnerships / Supply / Sales within travel, mobility, marketplaces, or IT/SaaS platforms;

• A strong plus: experience working with transportation providers and route networks;

• Team management experience (6–10 people): processes, hiring, OKR/SLA setting, funnel management;

• Negotiation skills with international B2B partners (for us: achieving target price corridors and enforcing SLAs);

• Understanding of logistics economics, margin structure, and unit economics;

• Data-driven mindset with advanced skills in Excel/Sheets and working knowledge of BI tools (Power BI / Superset);

• English at B2+ level, with confident business communication skills;

• Experience working with international markets is a strong advantage;

• Leadership qualities, the ability to motivate and support a team, and strong task-setting skills.

What we offer:

• An international product used by people in 100+ countries worldwide;

• The opportunity to take a leading role in developing the largest transfer booking service (and beyond);

• Working in a talented, like-minded team driven to build the best product on the market;

• Competitive and timely salary, plus bonuses after the probation period;

• Daily use of English in communication with international partners; 

• A bureaucracy-free and healthy work environment;

• A 5/2 work schedule, unlimited paid day off, and flexible start times

• Fully remote work from any location worldwide with a stable internet connection 🙂