Manager, Key Accounts

The Community You Will Join: 

The Airbnb Hotels team—which includes HotelTonight—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-centered ethos that define Airbnb. This team’s mission is to deliver the smoothest, most intuitive hotel booking experience for guests, while helping hotels 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:

We are seeking a Manager, Key Accounts who would be in charge of connectivity partners and enterprise account managers for Hotels to help grow Airbnb’s business. The successful candidate will be entrusted with the critical responsibility of leading and developing a high-performing team. This team's primary focus will be on the comprehensive partner management, strategic enablement, and rigorous performance management of our supply with enterprise hotel partners and software partners, encompassing a wide array of distribution software companies and other technology vital for Airbnb’s Connectivity partners, including Channel Managers.

Key responsibilities will include the strategic development and implementation of team strategies, with a clear mandate to consistently exceed quarterly business and technical Key Performance Indicators (KPIs). The Manager, Key Accounts, will also be instrumental in establishing world-class account management practices across the team, ensuring operational excellence and partner satisfaction. A significant aspect of this role involves mentoring and motivating team members, fostering a collaborative and growth-oriented environment.

This position reports directly to the Director, Hotels, and offers a unique opportunity to significantly impact Airbnb's growth in the global hotel market.

A Typical Day: 

• Manage distributed team of Enterprise Account Managers and Connectivity Partners and assist in partner management and new business development for supply acquisition
• Responsible for the team to meet and exceed quarterly revenue, supply acquisition goals and other OKRs
• Develop and execute playbook in accordance to global strategy, working closely with a distributed team of Partner Managers, Field teams and Enterprise Account managers;
• Partner closely with Hotels Leadership and Homes Key Accounts Team to establish and maintain successful business practices for managing strategic connectivity partners
• Create operational rhythm, establish and track KPIs, analyze business growth and other key metrics to identify trends, drive new business opportunities, and ensure resolution of business challenges with a sense of urgency
• Support the Hotels field team achieve their goals by supporting their goals with revenue management companies and large hotel groups.
• Participate in industry and partner’s events as well as organize internal partner events
• Monitor business needs and work closely with Product, Technical Support, and Regional Sales Leads to help drive feature adoption and business performance
• Serve as primary Airbnb point of contact for all internal questions, escalations and service improvements regarding connectivity partners in the region
• Hold regular meetings, 1:1’s, performance and appraisal reviews
• Organize team business gatherings, quarterly kick offs and team building events

Your Expertise:

• 12+ years of professional experience working in sales/account management roles - tourism, e-commerce, and hospitality is required
• 4+ years experience managing and leading highly effective teams with proven track record of meeting and exceeding goals
• Regional team leader, contributing and driving solutions to the regional supply acquisition and revenue goals
• Highly motivated and engaged team builder with ability to coach and mentor Connectivity team members
• Experience developing and driving channel sales and marketing initiatives with regional partners in collaboration with Connectivity team members
• Ability to develop a strategy, communicate it clearly and get buy-in and support to execute against quarterly goals
• Strong analytical skills to identify opportunities, operationalize execution with the regional teams and drive business results
• Ability to influence senior executives at the regional Airbnb leadership level or within partners leadership teams
• Ability to work within a matrix, solve problems and influence cross-functional and cross-regional teams; strong stakeholder management across the organization, working with Marketing, Legal, FP&A, regional field teams and enterprise account management
• Experience in the hospitality technology space, knowledge of OTA, channel managers and/or Property management systems, and experience with API integrations strongly preferred
• Proficient with CRM tools (Salesforce), project management, and business intelligence tools (Tableau)
• Travel as needed to meet team members and engage with partners and customers at industry events

Your Location:

This position is US - Remote Eligible. The role may include occasional work at an Airbnb office or attendance at offsites, as agreed to with your manager. Airbnb,Inc. can employ in  states where we have registered entities. Currently, employees can not be located in: Alaska, Indiana, Nebraska, North Dakota, Ohio, South Dakota, Wisconsin, Alabama, Mississippi, Oklahoma, Delaware and Rhode Island. This list is continuously  evolving and being updated, please check back with us if the state you live in is on the exclusion list. If your position is employed by another Airbnb entity, your recruiter will inform you what states you are eligible to work from. 

Our Commitment To Inclusion & Belonging:

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 strive to also provide a disability inclusive application and interview process. If you are a candidate with a disability and require reasonable accommodation in order to submit an application, please contact us at: [email protected]. Please include your full name, the role you’re applying for and the accommodation necessary to assist you with the recruiting process. 

We ask that you only reach out to us if you are a candidate whose disability prevents you from being able to complete our online application.