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About the Role
Airbnb was born in 2007 when two hosts welcomed three guests to their San Francisco home, and has since grown to over 5 million hosts who have welcomed over 2 billion guest arrivals in almost every country across the globe. Every day, hosts offer unique stays and experiences that make it possible for guests to connect with communities in a more authentic way.
The Community You Will Join
The Airbnb Hotels team is a fun, fast-growing group leading Airbnb’s expansion into the hotel sector. Operating with an entrepreneurial spirit, this team combines the simplicity, product excellence and guest-centred ethos that define Airbnb. Our mission is to deliver the smoothest, most intuitive hotel booking experience for guests, while helping hotel partners easily drive incremental bookings so they can focus on delivering the best hospitality. The ultimate aim is to help more people discover high-quality hotels, creating value for guests and our hotel partners.
The Difference You Will Make
Build a global team. Open doors no one at Airbnb has opened yet.
Airbnb Hotels is one of the most exciting growth stories in travel, and we’re only getting started. As Manager, Key Accounts, you will build and lead a brand new, globally distributed team of Enterprise Account Managers. Together you will win and onboard high-value, above-property hotel groups with hundreds of hotels across multiple continents.
Why this role:
- Lead a brand new team in a business that only launched this year
- Shape the Key Accounts playbook from day one
- Own the relationships, the targets and the strategy for a global segment
- Work with a leadership team that is moving fast and backing this business
Key Technical Responsibilities
- check_circle Lead a distributed team of Enterprise Account Managers, supporting them on partner management and new business development for supply acquisition
- check_circle Own the team’s quarterly revenue, supply acquisition and OKR targets, and ensure they are met and exceeded
- check_circle Take partners from first conversation through negotiation, signed deal and onboarding
- check_circle Develop and execute the Key Accounts playbook in line with global strategy, working closely with Hotel functional teams across regions
- check_circle Manage and grow relationships with multi-national hotel groups, acting as an escalation option for your team where needed
- check_circle Build the operational rhythm for the team: establish and track KPIs, analyse growth and key metrics to identify trends, surface new business opportunities, and resolve business challenges with urgency
- check_circle Support the Hotels field team in achieving their goals through well-designed field-level action plans
- check_circle Work closely with Product, Technical Support, Connectivity, RevOps and Hotels Cross-Functional Leadership to drive feature adoption and business performance
- check_circle Represent Airbnb at industry and partner events, and organise internal partner events
- check_circle Hold regular team meetings, 1:1s, and performance and development reviews
- check_circle Organise team business gatherings, quarterly kick-offs and team-building events
Prerequisites & Qualifications
- check 12+ years of professional experience and at least 8+ years in sales or account management roles in travel, hospitality or e-commerce
- check 6+ years of experience managing and leading high-performing teams, with a proven track record of meeting and exceeding goals
- check Experience leading a globally distributed team and driving solutions to improve supply acquisition and revenue goals, ideally across international markets
- check Established relationships with, or deep knowledge of, major hotel groups across the global hospitality landscape
- check Entrepreneurial mindset developed from experience having launched companies, teams or significant initiatives where resources, processes and capabilities had to be created, not handed to you or followed
- check Proven track record of preparing and executing complex negotiations with high-value partner organisations
- check Highly motivated team builder with the ability to coach and mentor account managers
- check Ability to develop a strategy, communicate it clearly, and secure buy-in and support to execute against quarterly goals
- check Strong analytical skills to identify opportunities, operationalise execution with regional teams, and drive business results
- check Ability to influence senior executives, both within regional Airbnb leadership and within partner leadership teams
- check Ability to work within a matrix, solve problems, and influence cross-functional and cross-regional teams, with strong stakeholder management across Marketing, Legal, FP&A, Payments, Product, regional field teams, and Enterprise and Connectivity teams
- check Fluency in English required
- check Willingness to travel globally up to 60% of the time as needed to meet team members and engage with partners and customers at industry events
About Airbnb Greenhouse Board
Verified hiring organization details.
Airbnb Greenhouse Board is an active technology employer in the Technology & Software sector, known for engineering rigor and scalable systems development.