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About the Role
The Airbnb Hotels team is expanding into the hotel sector, aiming to provide a seamless booking experience for guests and drive incremental bookings for hotel partners. This role offers a unique opportunity to shape Airbnb's growth in the hotel market by building and leading a new global team of Enterprise Account Managers.
Responsibilities
- Build and lead a brand new, globally distributed team of Enterprise Account Managers.
- Win and onboard high-value, above-property hotel groups with hundreds of hotels across multiple continents.
- Manage end-to-end partner relationships at hotel headquarter and regional office levels.
- Develop mutual account plans that drive supply and strategic relationship value.
- Define and execute the global Key Accounts strategy.
- Consistently exceed quarterly business KPIs.
- Implement world-class account management practices, operational excellence, and partner satisfaction.
- Serve as the voice of Key Accounts within Hotels leadership.
- Mentor and motivate a collaborative, growth-oriented team.
- Lead a distributed team, supporting them on partner management and new business development for supply acquisition.
- Own the team’s quarterly revenue, supply acquisition, and OKR targets.
- Manage partners from initial conversation through negotiation, deal signing, and onboarding.
- Develop and execute the Key Accounts playbook in line with global strategy.
- Manage and grow relationships with multi-national hotel groups, acting as an escalation point.
- Establish and track KPIs, analyze growth and key metrics, and identify new business opportunities.
- Support the Hotels field team in achieving their goals.
- Collaborate with Product, Technical Support, Connectivity, RevOps, and Hotels Cross-Functional Leadership.
- Represent Airbnb at industry and partner events.
- Organize internal partner events.
- Conduct regular team meetings, 1:1s, and performance and development reviews.
- Organize team business gatherings, quarterly kick-offs, and team-building events.
Requirements
- Proven leadership of a key, strategic, or enterprise accounts team, ideally globally distributed.
- A network and reputation in travel and hospitality, ideally hotels.
- Real negotiation experience with high-value partners.
- A builder’s mindset with a track record of creating teams, playbooks, and processes.
- Strong cross-functional influence across a matrix organization.
- 12+ years of professional experience.
- At least 8+ years in sales or account management roles in travel, hospitality, or e-commerce.
- 6+ years of experience managing and leading high-performing teams.
- Experience leading a globally distributed team and driving solutions to improve supply acquisition and revenue goals.
- Established relationships with, or deep knowledge of, major hotel groups.
- Proven track record of preparing and executing complex negotiations with high-value partner organizations.
- Highly motivated team builder with the ability to coach and mentor account managers.
- Ability to develop a strategy, communicate it clearly, and secure buy-in.
- Strong analytical skills to identify opportunities, operationalize execution, and drive business results.
- Ability to influence senior executives.
- Ability to work within a matrix, solve problems, and influence cross-functional and cross-regional teams.
- Fluency in English required.
- Willingness to travel globally up to 60% of the time.
Skills
- Sales
- Account Management
- Leadership
- Team Building
- Negotiation
- Strategy Development
- Cross-functional Influence
- Analytical Skills
- Stakeholder Management
- CRM tools (Salesforce)
- Project management tools (Asana, Airtable)
- Business intelligence tools (Tableau, Looker, Claude)
- Channel Sales
- Marketing Initiatives
Location
- Global
Work Type
- Full-time
- Hybrid
Experience Level
- Manager
- 12+ years professional experience
- 8+ years sales or account management experience
- 6+ years team leadership experience
Salary/Compensations
- £94,000—£118,000 GBP
Benefits
- Bonus
- Equity
- Benefits
- Employee Travel Credits
About the Company
- Airbnb was born in 2007 and has since grown to over 5 million hosts who have welcomed over 2 billion guest arrivals globally.
- The Airbnb Hotels team operates with an entrepreneurial spirit, combining simplicity, product excellence, and a guest-centered ethos.
- The mission is to deliver the smoothest, most intuitive hotel booking experience for guests, while helping hotel partners easily drive incremental bookings.
Equal Opportunity
- Airbnb is committed to working with the broadest talent pool possible.
- We believe diverse ideas foster innovation and engagement, and allow us to attract creatively-led people, and to develop the best products, services and solutions.
- All qualified individuals are encouraged to apply.
- We are committed to providing reasonable accommodations throughout the recruitment process for applicants with disabilities.